Sales Animation: Maximizing Return on Investment (3/3)

In previous articles, we analyzed the composition of a sales animation budget and how to allocate it to different expenditure items for maximum efficiency. Today, we will see the impact of motivation on your results and what return on investment results from a well-executed sales animation.

Part 1: Sales Animation: Budget Breakdown (1/3)
Part 2: Sales Animation: Best Practices Benchmark (2/3)

Sales Animation: the Impact of Motivation on Results

To be considered effective, your sales animation must generate a positive impact on your results. You must therefore achieve a positive return on investment. A good strategy for innovative sales animation, thoughtful budget allocation, animation mechanisms, and a consistent rhythm in your animation are the keys to success. You will develop the engagement, motivation, and consequently the results of your sales teams. Motivated teams are more cohesive, more reactive, and are committed to achieving common goals. We have observed, among our clients, that the increase in engagement and results of sales teams correlated with their degree of motivation and satisfaction.

Nevertheless, motivation is not a measurable indicator. One might therefore wonder how it is possible to measure the influence of this motivation on results and what its true return on investment is. Here, we will take a specific example: the Olympic Games in England. Yes, the principles of sports motivation also apply very well in the business world. In 2005, England knew it would be the host country for the 2012 Games. In 2008, in Beijing, it won 47 medals. In 2012, in London, the nation won 65 medals, nearly 40% more than at the Beijing Games.

There is no coincidence in these figures. English athletes were naturally motivated by the Games taking place in their country. The pressure, the desire to do well and to perform are greater. Moreover, this peak in performance is not ephemeral. Motivation that is triggered and well-managed is lasting motivation. In Rio, the English again proved their presence, 4 years after the London Games, by bringing 67 medals back to their country. The same parallel can be drawn with China, which achieved its historic medal record at the Beijing Games.

Generally, depending on client cases and industries, the potential growth generated through the engagement and motivation of your teams ranges from 20% to 35%. This growth occurs regardless of your strategic priorities: international development, launching a new product range, productivity improvement. Your return on investment can become considerable if your sales animation is powerful.

Return on Investment and Turnover

One of the most important factors impacted by motivation is retention. A company with a low retention rate will lose time, energy, and will not be able to develop and grow quickly.

An example of an ROI issue is turnover. Incenteev participated in the creation of an association dedicated to innovation, management, and lead generation, InnovCom’. InnovCom’ conducted a study on the cost of a good salesperson leaving a company. The departure of a salesperson leads to a loss ranging from 60,000 to 100,000 euros depending on the sector and the company. This cost is composed of separation fees, the recruitment process, the training of the new member, and the operational loss between the departure of the former salesperson and the new one taking over the pipeline. Multiply this figure by your sales turnover. This gives you an idea of the ROI you can achieve through the engagement, motivation, and thus retention of your teams.

You now have everything you need to succeed in your sales animation and adopt a true ROI approach.

To succeed in your sales animation as a whole, you must:

• • Understand the budget breakdown
  • Allocate the budget to different expenditure items according to your strategy
  • Maintain continuous animation
  • Use digital tools to motivate and engage more easily
  • Have an ROI approach and invest intelligently
  • Reduce your turnover rate
  • Contact Incenteev to get the best solutions for your needs