Business Championships

By Lauren White, RCS Reporter.

Increase team productivity and create a winning environment by implementing end-of-the-year incentives.

The idea of “defining the championship” came to Ryan Groth, the founder of Sales Transformation Group, Inc., while in Washington, D.C.  He was there for the celebrations of the Washington Nationals winning the Major League Baseball National League Pennant (MLB NL).  Ryan began thinking about how businesses could define their own championships.  

Ryan explains that it’s common for companies to think that salespeople don’t need end-of-the-year awards or motivation for when they meet their goals.  He asks companies to think about, “...How hard would the players train, prepare, sacrifice, and compete if there wasn’t a championship to win at the end of each season?  Which organizations make more money and have more resources to spend on talent, systems, and organizational impact?” The answer to both of these questions is, “...the ones who compete each year and are in the running to win…” Ryan reveals.

Businesses don’t have a clear winner each year though, which is why the championship needs to be defined.

Once a championship is determined and there’s an incentive or some recognition of the team winning that championship, “...I guarantee that you will get more production from your team members,” Ryan discloses.  Some of the outcomes to expect include: an increased desire to help one another, more focus on the team, a cooperative effort to achieve a shared goal, more camaraderie throughout sales training and meetings, and an increase in peer accountability.  

If the team meets their goals, a few suggestions for the “championship” are: a paid weekend getaway with the family, money donated to a charity/non-profit, a fun team building retreat, or hiring a full-time sales coordinator to alleviate the stress of performing administration tasks.

Ryan urges you to add this to your agenda as you prepare for the rest of this year or forecast for the following year.  Help create a winning environment with team contributions. How will you define your championship?

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