Ideas for Sales Spiffs to Encourage 6sense Adoption?

Options
Heather Foeh
Heather Foeh Posts: 113 6senser
in All Discussions

At Breakthrough last week I sat at a lunch table one day where the topic of sales adoption of 6sense came up. To spiff or not to spiff, that is the question....

Several people said they do offer incentives for sales reps/BDRs that use 6sense data and signals, especially if there's a good story with it. For example, a deal they closed that they would never have known about without 6sense.

The consensus seemed to be: it's not just about rewarding looking at the data, it's about the outcome of using the data. Also it was more common for teams to use spiffs/gamification at the beginning of their 6sense journey. Once 6sense is fully embedded with a sales team, these were less needed because everyone was bought in after having their own successes that turned them into believers.

Here are some of the spiffs we tossed out, along with one I thought about afterward too:

  • Cash is always good; $100 or $500 gift cards were popular
  • Gift cards for free lunch (Door Dash, etc) or coffee
  • PTO day - can be directly earned or as a raffle for people meeting a certain criteria
  • Event travel - especially for BDRs that are excited to have the chance to go work a booth at a trade show
  • Points for swag/gifts - someone allowed their team to either accept small gifts or decline them to save up for a bigger gift
  • Ticket to Breakthrough - yep, I added this one in. But how cool would it be to bring your top BDR or Salesperson to Breakthrough based on their success with 6sense?!

I look forward to hearing what others are doing! Share your thoughts in the comments: to spiff or not to spiff, and if you spiff, what cool ideas have you done?

Tagged:

Comments

  • Jana_Marketing_Maven
    Jana_Marketing_Maven Posts: 81 ✭✭✭✭✭✭

    We have done a LOT to encourage sales adoption. Most salespeople I show it to appreciate the information but I get 2 general pushbacks.

    1. But who do i talk to?
    2. Where is this data coming from/how do we know it's legit?

    Not going to lie #1 drives me nuts. I'm handing you 90% of the information on a silver platter, please take a few minutes to find a contact that fits the bill. #2 is harder and really just comes down to ensuring you have the right connections, keywords, and data processes set up.

    We did try a spiff early on (with many thanks to my 6sense team for helping kick it off). We did a month long project where we rewarded:

    1. Most 6sense purchase accounts talked to
    2. Opportunities created at 6sense purchase/decision accounts

    We did not make sales report to us on this, but instead gathered info directly from our database. We did cash prizes and 6sense offered some nice swag to go with. We did weekly prizes and on the last week we did an overall prize for the month. 6sense use was good for a bit but has fallen off a bit again.

    For sales adoption, we have an OK adoption rate but I still struggle because no one from our sales team 'owns' 6sense and it's use is spotty and not across-the-board for all reps. (which is honestly fine since i don't have enough seats for every rep).

    I have a long list of my Breakthrough takeaways on getting sales adoption to increase.

    What we have already tried/done:

    • Initial training
    • New reps get trained on 6sense
    • All reps are getting email alerts on their named accounts
    • Regular 6sense User Group (hosted by yours truly, initially held monthly, now quarterly)

    What I am considering:

    • Dedicated 6sense Sales Days (like a gold old fashioned blitz day). On the 6th and 16th (as much as possible) of a month - my calendar blocked off for 'office hours' should anyone need assistance. Make it company-wide so it's easier for all to help one another and drive each other with notes in our Teams group.
    • Giving out awards monthly for 6sense use - making a big show of it via email to that rep and the team at large.
    • A great suggestion I got from the 6sense team: Use sales intelligence usage and compare against quota attainment data to see our biggest players (and see if there's a good correlation between the two). Maybe a reward?

    Hopefully that wall of text above is helpful. Very interested to hear what others may be doing as well.

  • Heather Foeh
    Heather Foeh Posts: 113 6senser

    Oooh some great stuff here @Jana_Marketing_Maven (and sorry for the slow reply back - I accidentally turned off some RevCity notifications! 🤦‍♀️ )

  • Rachel Zerilla
    Rachel Zerilla Posts: 218 6senser

    What about getting more 6QAs routed to them? You work more of them, you get more first?

  • Heather Foeh
    Heather Foeh Posts: 113 6senser

    That's a very fun one @Rachel Zerilla !

  • Ami Arad
    Ami Arad Posts: 79 6senser

    I wrote up my thoughts on the topic here:

    https://revcity.6sense.com/home/discussion/328/dos-and-donts-of-spiffs-to-drive-sales-adoption

Categories