Sales

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Reading time

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SDR: 8 examples of sales challenges

Discover 8 examples of SDR 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 23, 2024

We offer you a range of different SPIFF, specially designed to stimulate sales team involvement and achieve specific objectives. These sample challenges are ready-made solutions, but can be adapted, personalized and perfected to suit the specific needs of each company.

It is also essential to note that each sales challenge presented here can be adjusted to suit a variety of sales roles, such as sales reps, customer success managers (CSMs) or account managers (AMs).

Each of these challenges has specific objectives: to increase team engagement, meet sales targets, increase sales or support 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 are not limited to internal competitions, but are also innovative strategies for improving collaboration, strengthening team spirit and celebrating individual and collective success. By adopting these models, SDR teams are encouraged to excel while fostering a dynamic and motivating working environment.

Discover 8 examples of SPIFF, and tailor them to the specific needs of your organization to maximize their effectiveness and have a significant impact on your sales performance!

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1. Superbowl

Objectives

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

How it works

Group challenge :

Reward the SDR team as a whole or the best team in the organization (by account size and/or by geographical sector) depending on the size and commitment of the company with the "Superbowl" award.

Individual challenges :

Reward the best SDR (by account size and/or by geographical sector) according to the size and willingness of the company 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

Number of leads converted into opportunities (Weighting: 50%)
Number of Meetings held (Weighting: 50%)

Duration

1 month or 1 quarter

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2. Guess who?

Objectives

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

How it works

Each SDR has the right to ask the opposing team one or more questions to find out about the chosen character:

1 Meetings booked: 1 question
1 lead generated by the SDR that has been transformed into an opportunity by the sales team: 2 questions
1 contract signed by the sales rep from a prospect generated by the SDR: 3 questions

Group challenge :

Reward the first team in the sales organization to discover the opposing character. Depending on the company's wishes, the challenge can be repeated every day for 1 week, rewarding the team that wins the most rounds.

Individual challenge :

Reward the SDR who asked the most questions

Indicators

Number of Meetings
Number of leads converted into opportunities from an SDR
Number of contracts signed by an SDR

Duration

1 day to 1 week

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3. Better cold call

Objectives

Improve the level of knowledge and skills of the SDR team
Achieving the SDR target
Increase sales

How it works

Following training, each SDR must apply what they have learned and improve their 'cold calls'.

The best SDR with the best "cold call" to prospect conversion rate wins(s) the SPIFF. To avoid any cheating and to ensure fairness between the SDR, each SDR must make a minimum number of "cold calls" to take part in the SPIFF (Example: usual target for the number of "cold calls" over a given period). Of course, only cold calls that are answered count.

Indicators

Number of cold calls
Conversion rate from cold call to prospect

Duration

1 week to 1 month

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4. Meetings on unknown soil

Objectives

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

How it works

The aim is to book as many Meetings as possible over a period of 2 weeks to 1 month. The initial objective excluding SPIFF should be increased by 50% (e.g. 8 Meetings per SDR per week excluding SPIFF, 12 Meetings per SDR during SPIFF). The overall target is then defined by multiplying the number of Meetings per SDR by the number of SDRs.

Group challenge :

Reward the sales team if the collective objective is achieved over the given period. Favour a collective activity as a reward. (Allow 70% to 80% of the overall budget for rewards).

Individual challenge :

Reward the three best SDRs, i.e. those with the most Meetings. Allocate the remaining budget as follows: 50% to the 1st, 30% to the 2nd and 20% to the 3rd.

Indicator

Number of Meetings

Duration

2 weeks to 1 month

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5. Marathon

Objectives

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

How it works

The aim is to reward the regularity of SDRs for over a quarter. To begin with, you need to select one or more of the indicators on which they are assessed on a monthly basis (e.g. number of Meetings booked, conversion rate, etc.).

Group challenge :

Reward for achieving the objective(s) at team level for three months in a row.

Individual challenge :

Reward for SDRs who have achieved their target(s) for 3 consecutive months.

Indicators

Number of Meetings
Conversion rate
And so on.

Duration

3 months

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6. Olympic Games

Objectives

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

How it works

To begin with, the sales team is divided into several teams, the number of which depends on the number of employees (between 3 and 10 people per team). To select the nation that each team will represent during the Olympic Games, a quiz is organized. Depending on the ranking, each team in turn selects the nation of its choice.

Then, during the "Olympic Games" challenge, each team will collect points according to the action carried out:

Meetings made: 1 point
Meetings completed: 2 points

Finally, each week, each team plays another team. During this week, points are scored as normal. However, the difference in points between the two teams at the end of the week is added to the winning team's score and deducted from the losing team's overall score.

Group challenge :

Reward for the SDR team that comes first in the overall standings. A cup may also be awarded for the occasion.

Individual challenge :

Reward for the SDR with the most points. A medal may also be awarded for the occasion.
Reward SDR for having generated the best opportunity. A medal may also be awarded for the occasion.

Indicators

Number of Meetings
Number of Meetings held

Duration

4 to 6 weeks

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7. Clash of the titans

Objectives

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

How it works

The principle of the "Clash of the Titans" challenge is to mix the SDRs of two different companies equally and divide them into several teams. Logically, it is essential to mix the companies because they do not have the same maturity, the same sector, the same growth, etc.

Group challenge :

The team with the most Meetings wins the collective sales challenge.

Individual challenges :

Reward for the SDR(s) with the most Meetings.
Reward for the SDR(s) with the most calls.

Indicator

Number of Meetings

Duration

1 day

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8. Poker party

Objectives

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

How it works

After forming fair teams of SDRs. A 5-card flop is revealed to all the teams. Then, for each meeting taken by an SDR, the team draws a remaining card from the 52-card deck, until all the cards are used up.

Group challenge :