Zoho Motivator was created to encourage positive sales behaviors in a fun way. Sales behaviors are activities which influence your sales, such as making more calls or attending more meetings. Zoho Motivator helps identify these behaviors using analytics or dashboards and encourages them using targets, contests, and broadcasting tools.
The first step is to identify these behaviors.
KPIs
A Key Performance Indicator (KPI) is a business metric to help an organization define and measure progress towards organizational goals. KPIs give you insight into your sales activities so you know how each sales rep, the whole team, or the organization is faring.
In Motivator:
The following KPIs appear in the Home dashboard by default:
- Leads Created
- Potentials Created
- Revenue Generated
- Sales Won
- Sales Lost
You can also create custom KPIs by setting up the behaviors you'd like to track.
In CRM:
You can set up KPIs using CRM Analytics. KPIs can be set up for any metric or sales activity, such as your top five sales reps, five lowest performing deals, or the number of leads or calls with their growth percentages.
Learn how you can set up KPIs
here.
Zoho CRM also has comparators which you can use to compare specific sales activities, time periods, or sales reps' performance.
Learn more.
Trend charts
In Motivator:
Pipeline Velocity: This chart indicates how quickly deals are moving through your sales pipeline on their way to becoming Closed Won deals.
Pipeline Stages: This dashboard shows your win rate, average sales cycle length, and stage conversion rates for potentials closed in the selected period. This provides additional visibility into how potentials are moving through your pipeline toward becoming Closed Won deals.
In CRM:
Anomaly detection for sales trends: Zoho CRM lets you create sales trends for any activity such as meetings attended or your revenue. Anomalies in these sales trends can be detected using AI, which helps you spot sudden or abnormal changes in sales behavior so you can combat them.
Learn how you can set up sales trends
here.
Sales Funnels: You can set up sales funnels in Zoho CRM to identify which particular sales stages that you should concentrate on, the drop rate in lead conversion for each stage, the number of leads or prospects at each stage, and other important insights. These funnels don't just focus on your sales pipeline, you can create a sales funnel for any process in CRM, including post-sales. Learn how to set up sales funnels
here.
Breaking down charts
In Motivator:
Since Zoho Motivator uses your CRM records, you can drill down into every KPI or trend to reveal which records the data is collected from. You can also drill down into individual records which will open in Zoho CRM.
In CRM:
You can create charts with or without reports. If you choose to create a report, then you can drill down into the specific records which are affecting your analytics.
Learn how to set up reports
here.
Next, we made improving these behaviors fun.
Targets
Targets keep your sales force focused. You can transform your organizational goals into personal objectives by defining the key sales behaviors to track and maximize their potential.
In Motivator:
You can create sales activity targets for a specific rep, sales team, or the whole organization.
In CRM:
Target meters in Zoho CRM let you set overall targets or individual targets, meaning you can specify different target limits. For example, you can assign five deals as the target for one rep while assigning seven deals for another or you can set 50 deals as the target for the whole team. You can also set time-based targets or role-based targets.
Learn how to set up target meters
here.
Contests
Contests are a great way to foster healthy competition, keep your team engaged, and add a dash of fun to your everyday sales tasks. They provide the opportunity to work together as a team and break up the monotony of everyday tasks while encouraging healthy competition.
In Motivator:
Only admins can create contests. You can create contests for specific reps, teams or the whole organization. You have to set up sales behaviors before creating contests.
In CRM:
Gamescope has three ways of gamifying your sales: trophies, badges, and games.
Trophies and badges are self earned. Trophies are time based and badges are activity based. Sales reps can earn trophies for completing a task in a time frame, such as 50 deals for the quarter, or earn badges for completing a series of tasks within a recurring time period, such as earning a badge if the sales rep converts five leads in a day. These give a sense of self-accomplishment.
Sales reps can also create games to play against each other or compete in teams. These games help bring a sense of competitiveness. The criteria to win is to complete the highest number of sales activities.
Dashboards and Motivator TV
Dashboards are windows to your sales data so you see exactly how your team is performing at any moment. Dashboards let you view all your organizational objectives and performance metrics from a single location so you can make adjustments and keep your team on track.
In Motivator:
Your dashboard consists of KPIs, trend charts, targets and contests. Motivator comes with a default dashboard and lets you create custom dashboards which can be shared with the whole company or specific teams or specific reps.
You can export this information in the form of Motivator TV. Motivator TV lets you set up channels, such as one for contests results, or a cumulative channel with different metrics to encourage your team by broadcasting this key data.
In CRM:
You can add any metric to a dashboard, including a list of leads, your tasks for today, etc. They can also be shared with teams, specific reps, the whole company, or by role. You can't create channels but you can create multiple dashboards with varying analytics and broadcast this info using the Embed URL feature.
If you're not on the Enterprise plan and would like to try out these features, please email
support@zohocrm.com.