In the early days of InsightSquared, we had a specific way of celebrating every single deal the sales team closed. It would start with a slow clap from the sales pit that steadily gained speed as members from other departments trickled in to learn more about the new deal. Once the whole team was present, the closing rep would tell the story of the deal and then strike our trusty sales gong.
For the first few years of InsightSquared, this was the way new deals were celebrated. 'Gonging' became a rite of passage for new sales reps, and the rest of the company always looked forward to that suspense-building slow clap.
But then things started to change. Our sales team grew to a certain size and it became impossible to celebrate every single deal this way. We had enough reps closing deals that we couldn’t realistically gather to applaud each one.
This put our sales team in a difficult spot. Gonging every deal was out of the question, but stopping deal celebrations all together seemed even less enticing. Sales can be a difficult, lonely job, and without positive reinforcement, it can become even harder and lonelier. Celebrating sales success ‒ regardless of its size ‒ is essential for maintaining a competitive, ambitious, positive sales culture.
There’s tons of research out there that proves that celebrating sales wins drives individual and team performance. As soon as a sales team stops recognising its reps for their wins, the desire to keep winning diminishes. This is especially true for growing sales teams. All deals require hard work and diligence, so it’s important for sales leaders to acknowledge this effort even when it’s just one of many.
We knew we had to find a new way to continue celebrating new deals. We needed a way of scaling our sales gong. While it had become unwieldy to gather the whole company for new deals, not celebrating new deals wholeheartedly was having a negative effect on new reps who were anxious to have their hard work recognised.
So, we took immediate action. We created a free app called Champ that instantly alerts you when a new deal comes in. No more checking Salesforce again and again, no more waiting for the closing rep to notify the team ‒ just instant knowledge of a new deal via mobile push notifications.
This app has helped us recognise our reps in a timely fashion, and therefore allowed us to celebrate victories at exactly the right moment. Even toward the ends of quarters (when deals sometimes come in fast and hot), sales leaders and reps can send in-app, congratulatory messages at the exact right moment.
Our sales team may be growing at InsightSquared, but it doesn’t mean we can’t celebrate even the smallest deals.