Incentive progatm

[KatieEnzweiler]

We want to develop an incentive program for our sales reps (B2B) to use HS. Has any one has success in doing this? If so, I'd love to connect!

[Jnix284 · Accepted solution]

Hi @KatieEnzweiler 

I don't know how it was handled on the incentives side, but as the in-house go to for HubSpot, I helped create the structure for the useage/adoption side of HubSpot for the sales team.

Some things to consider as you determine what criteria equates to useage/adoption success:

• HubSpot Academy - required to maintain Inbound Sales Certification
  • bonuses for Sales Software and other sales related certifications you deem appropriate
• create a dashboard for each individual to track their own useage, but include team metrics so they can see how they stack up
• Identify the most active HubSpot user and incentivise them first to get certified and be your allstar. Let them know you're creating a program and want their help to create the program
  • input from them will help create better buy-in and help you know if you're headed in the right direction
• determine the frequency - are you basing it on daily, weekly, monthly, quarterly, yearly activity? what increment will drive useage most effectively for your sales process? will this change over time as useage increases?
• have clear goals outlined for what a successful user looks like

There are so many extremely experienced members of the community who could provide much more insight, hopefully this helps get the conversation going!

[RJaglan · Accepted solution]

Hi @KatieEnzweiler 

We had a similar problem during the pandemic time where we were finding different ways & solutions to engage sales reps (B2B) to increase their knowledge for a better understanding of HubSpot as a tool and also to be able to use HS to give a good demo to lead/prospects.

Now it's just for learning HS but not for reaching "target quarterly quotas" but it has a direct impact on their sales enablement. I introduced a Gamification model consisting of HS certificates (must-have) + Miro Board (for HS use cases industry based & also Hub Base ) +  Incentives like a monthly subscription plan for the home-workout app or a meditation app or even take a day off for social benefits + separate dashboards for each rep to see overall performance after a month.

Using this framework did 3 things for us:

• Improved overall confidence for sales Rep when it comes to HS
• Reduced CAC value for overall business
• Increased MRR 

It all depends on your end goal (what you want to achieve with the incentive program + how much resources & time you have to invest in the incentive program) I know convincing leaders & stakeholders is hard when it comes to cash flow in business and adjusting incentive programs.

Our north star was to make our "sales rep confident with 3 Hubs in HS" that they can use for personal use cases as well. Hope this was helpful. 

You already got amazing insights from @Jnix284 regarding the usage/adoption side and structure for performance review. Hopefully, other community members will be able to give you more insights as well.

[Mahesh_R · Accepted solution]

We used Operations Hub to calculate incentives for the sales team based on complex logic and structure. Would be happy to get on a call and understand more about your requirement. You can reach out to us at 

mahesh@blueoshan.com

[RJaglan · Accepted solution]

Hi @KatieEnzweiler 

We had a similar problem during the pandemic time where we were finding different ways & solutions to engage sales reps (B2B) to increase their knowledge for a better understanding of HubSpot as a tool and also to be able to use HS to give a good demo to lead/prospects.

Now it's just for learning HS but not for reaching "target quarterly quotas" but it has a direct impact on their sales enablement. I introduced a Gamification model consisting of HS certificates (must-have) + Miro Board (for HS use cases industry based & also Hub Base ) +  Incentives like a monthly subscription plan for the home-workout app or a meditation app or even take a day off for social benefits + separate dashboards for each rep to see overall performance after a month.

Using this framework did 3 things for us:

• Improved overall confidence for sales Rep when it comes to HS
• Reduced CAC value for overall business
• Increased MRR 

It all depends on your end goal (what you want to achieve with the incentive program + how much resources & time you have to invest in the incentive program) I know convincing leaders & stakeholders is hard when it comes to cash flow in business and adjusting incentive programs.

Our north star was to make our "sales rep confident with 3 Hubs in HS" that they can use for personal use cases as well. Hope this was helpful. 

You already got amazing insights from @Jnix284 regarding the usage/adoption side and structure for performance review. Hopefully, other community members will be able to give you more insights as well.

[Jnix284 · Accepted solution]

Hi @KatieEnzweiler 

I don't know how it was handled on the incentives side, but as the in-house go to for HubSpot, I helped create the structure for the useage/adoption side of HubSpot for the sales team.

Some things to consider as you determine what criteria equates to useage/adoption success:

• HubSpot Academy - required to maintain Inbound Sales Certification
  • bonuses for Sales Software and other sales related certifications you deem appropriate
• create a dashboard for each individual to track their own useage, but include team metrics so they can see how they stack up
• Identify the most active HubSpot user and incentivise them first to get certified and be your allstar. Let them know you're creating a program and want their help to create the program
  • input from them will help create better buy-in and help you know if you're headed in the right direction
• determine the frequency - are you basing it on daily, weekly, monthly, quarterly, yearly activity? what increment will drive useage most effectively for your sales process? will this change over time as useage increases?
• have clear goals outlined for what a successful user looks like

There are so many extremely experienced members of the community who could provide much more insight, hopefully this helps get the conversation going!