Sales Ops

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Reading time

6

min

CSM: 6 examples of sales challenges

Discover 6 examples of CSM sales challenges, and adapt them to the specific needs of your organization to create an impact on your sales performance!

By

Antoine Fort

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CEO @Qobra

May 29, 2024

We offer a wide range of sales reps challenges, designed to boost sales team engagement and achieve specific objectives. These sample challenges are ready-made solutions but can be customized and tailored to the particular needs of each business.

Crucially, each sales challenge presented here can be adapted to different sales roles, such as SDRs or Sales. Each challenge has specific objectives: strengthening team commitment, achieving sales targets, increasing sales, or supporting the launch of new products or services. In addition, Key Performance Indicators (KPIs) are included to measure the impact of each challenge, with recommended timescales for effective implementation.

These challenges go beyond simple internal competitions; they also represent innovative strategies for improving collaboration, strengthening team spirit, and celebrating individual and collective success. By adopting these models, CSM teams are encouraged to excel while fostering a dynamic and motivating work environment.

Discover 6 examples of sales reps, and adapt them to the specific needs of your organization in order to maximize their effectiveness and have a significant impact on your sales performance!

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1. NBA Trophy

Objectives

Improving the commitment of the CSM team
Achieving the CSM objective
Renew as many contracts as possible
Increase additional and/or supplementary sales

How it works

Group challenge :

Reward the CSM team as a whole or the best team in the organization (by account size and/or by geographical sector), depending on the size and wishes of the company, with the "NBA Trophy" prize.

Individual challenges :

Reward the best CSM (by account size and/or geographical sector) according to the company's size and wishes with the "MVP" prize.
Rewarding the best Manager(s) (by account size and/or by geographical sector) according to the size and wishes of the company with the "Coach of the Year" award.

Indicators

Rate of contracts renewed (weighting: 70%)
Sales generated by additional and/or supplementary sales (weighting: 30%)

Duration

1 term, 1 semester, or 1 year

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2. Connect 4

Objectives

Improving the commitment of the CSM team
Achieving the CSM objective
Renew as many contracts as possible
Increase additional and/or supplementary sales

How it works

Each CSM has the right to play one or more tokens:

1 extra and/or additional sale: 1 token
1 contract renewal: 2 tokens

Group challenge :

Reward the first team in the sales rep organization to achieve Power 4. Depending on the company's wishes, the challenge can be repeated for 1 week or 1 month and reward the team that has won the most rounds.

Individual challenge :

Reward the CSM who has played the most chips.

Indicators

Number of contracts renewed
Number of additional and/or supplementary sales

Duration

1 week to 1 month

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3. Money calls to money

Objectives

Supporting the launch of a new product or service
Improving the knowledge and skills of the CSM team
Achieving the CSM objective
Increase sales

How it works

Following the launch of a new product and/or service and training on it, each CSM must arrange Meetings with its customers to present it to them.

The best CSM with the best conversion rate from calls to Meetings wins the SPIFF sales rep challenge. To avoid any cheating and to ensure fairness between the CSM|AMs, each CSM must make a minimum number of calls to take part in the SPIFF. Of course, only calls that are answered count.

Indicators

Number of calls
Conversion rate from call to Meetings

Duration

1 week to 1 month

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4. Off to a flying start

Objectives

Supporting the launch of a new product or service
Improve the knowledge and skills of the CSM team
Increase sales

How it works

For the launch of a new product and/or service, the CSM teams will have 1 week of training, 1 week of practice, and 1 week of hands-on experience.

Group challenge :

During the simulation week, if the CSM team obtains X Meetings (defined beforehand) to present the new product and/or service to customers, the team wins a collective prize. (Allow 70% to 80% of the overall budget for the reward).

Individual challenge :

Reward the three best CSM|AMs, i.e. with the most Meetings. Allocate the remaining budget: 50% to the 1st, 30% to the 2nd, and 20% to the 3rd.

Indicator

Number of Meetings held to present the new product and/or service

Duration

3 weeks

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5. The test of continuity

Objectives

Improving the commitment of the CSM team
Achieving the CSM target
Increase sales

How it works

The aim is to reward the regularity of CSM|AMs for over a quarter. To begin with, you need to select one or more of the indicators on which they are assessed monthly (e.g. retention rate, turnover generated by additional and/or supplementary sales, etc.).

Group challenge :

Reward if the objective or objectives have been achieved at the team level for three months.

Individual challenge :

Reward for CSM|AMs who achieve the target(s) set for 3 months in a row.

Indicators

Retention rate
Sales generated by additional and/or supplementary sales
And so on.

Duration

3 months

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6. Model student

Objectives

Improving the commitment of the CSM team
Improving the knowledge and skills of the CSM team

How it works

Firstly, the CSM team needs to be split into several teams (by account size, industry, randomly, fairly, etc.). Then, the challenge consists of collecting the opinions of as many customers as possible over a given period. A minimum number of opinions may be required to be eligible for the challenge.

This opinion is measured by a rating system ranging from 1 to 5 (Not at all satisfied to Very satisfied) on an internal tool or a dedicated platform (Trustpilot, Avis Vérifiés, G2, Capterra, etc.). Then, quite simply, the points are tallied as follows: