Zoho Motivator - Inspiring your Sales Team
Zoho Motivator is a wonderful feature on Zoho CRM, designed to encourage the members of your team with targets and competitions, as well as giving your company a clear visualisation of key performance metrics. In this guide we run through each of the features of Motivator and will explore how all the features can be used to improve various aspects of your business.
Creating and Tracking Company KPIs
In this section we look at how to produce KPIs. We will later progress onto how these KPIs can be used for setting targets and subsequently competitions between team members (with a look at how these can be incentivised).
In order to use the Motivator feature, you will require Zoho CRM Enterprise (this is also the version of the CRM you receive with a Zoho One package). If you are on this edition, navigate to your settings and find ‘Gamescope’ under the ‘General’ header. Use the ‘Try Now’ button to give full access to Motivator (you will lose any information you hold on Gamescope so please be aware before acting).
Once Zoho Motivator is setup, you can create KPIs by clicking on the ‘Create New’ button and selecting the KPI option in the dropdown or by selecting ‘create KPI’.
You will now need to give the KPI a name (in this example we are establishing how many leads we have created in the Health, Beauty and Well-Being Industry), select the module you wish the information to come from (we are only interested in leads with this particular industry so that is the module selected) and then we need to pick the what date filed defines the selection (as we are only looking at how many are created it is this field we use but you could easily change to the modified date or any other custom date fields you record i.e. last campaign open). Now you will need to define the which leads you are interested in seeing on this list (as we said previously, we only want to know about those with our selected industry, but you could filter your leads by any number of fields).
Each record can be set a point score but you can also use a field value against each record for scoring (for example one sale might have an expected value of £1,000 and another £10,000, if you used a set points value these would be perceived as being equal in importance on your KPI).
Finally select to whom the point(s) are allocated. You might wish to attribute sales to the owner as they will nurture and ultimately close them but leads to the creator as a member of the team might source and then handover to a salesperson.
Once you’ve saved your KPI it will appear as below. Click on the three dots to amend it or click on the score to see the data within. You can quickly refine your list of KPIs by choosing to see only those belonging to a particular module. You can also show the data for a particular time period (the last year, month, week or a custom period) or certain users (company will show you all applicable records or refine by your teams and users).
Once you’ve clicked on the total associated with the KPI you will be presented with line chart showing when the records were created (again you can refine by the users or date).
Looking at a KPI ‘by users’ gives a handy bar chart showing user performance.
You may refine your KPI further for visual presentation utilising another field. Here we are looking at the source of those leads, so we can see where we are most successfully sourcing them.
If you click on the ‘show records’ button you can see every record that falls under your KPI.
This concludes the guide on KPIs, please continue reading for our section on creating targets.
If you have any queries that are Zoho related feel-free to give us a call on 01778 328922
Inspiring Your Team with Targets
Setting your team targets and goals can be a critical factor in helping them to achieve success for your business. Having targets to aim for means that each member of your team is motivated and focused on contributing to your company’s bottom line. Targets allow sales and marketing to see the direct impact they’re having on the business, which in turn leads to a sense of drive.
Additionally, targets help you create benchmarks and set standards for what qualifies as success for your team. So, if all of a particular team achieve their targets in advance of a deadline, you’ll have to set your benchmark higher.
In addition to the basic metrics of success, setting targets against regions, products and services enables you to see what aspects of the business are successful and which are not.
Another important area to set your goals around are the different areas of action, you will soon be able to establish if your team are unable to meet a target because they are not sending enough emails, calling out enough or arranging a sufficient number of meetings.
Zoho Motivator is a great tool for creating your company/team/individual’s targets, using live data straight from your CRM. Here is our guide to creating targets on Motivator.
When greeted by your homepage you can created your targets in three different locations, the ‘Create new’ blue button, on the target icon (which will then take you to the targets page) and on the ‘create target’ button (under the target section).
You will now need to give your target a name and select the relevant KPI to set it against (if you do not have a KPI created, you can do so using the ‘Create KPI’ button), you will then need to dictate how long the target runs for (1 week, month, year or a custom period). You will then be given the option to create the target for an individual member, a team or the company as a whole, in each instance you can set a specific target for each (it might be that the more established members of your team will be expected to achieve more than those that are new).
As an added incentive, you can award those who meet their targets with a virtual medal (as displayed), it might be that you wish to also give a psychical award alongside this to add to the motivation.
Once created, all of these targets you have just made will now sit on the on the targets page allowing you to instantly see how each is fairing (very handy when comparing members of the team or teams). You can refine this view by using the filters in the top right of the screen. Clocking ‘All KPIs’ will allow you to filter the targets by the KPIs they are set against, ‘All’ allows you to see all targets by an individual, team or the company and clicking ‘all durations’ means you can refine so that you only see targets set against a certain timed duration.
Like with KPIs, if you click on a particular target it will show you; The trend – so you can see when you achieved each of the records listed against the target.
By Users – How it breaks down by individual (only relevant if you are looking at a target set against a group of people (i.e. teams or the company as a whole).
By another field – In this instance we are breaking down the target by lead source, so we can tell exactly which source has contributed most to our target.
On any of these views you may click the ‘show records’ button to see which ones have contributed to your target, along with whom they belong to and when they were made.
You should now have all you need to make targets but should you need any help or wish to chat about anything else Zoho related do give us a call on 01778751005 or book some time with us (https://zoho-lisa78.zohobookings.eu/#/customer/freeconsultation)
Driving Healthy Competition with Games
Competition can be a great method to inspire your staff to greater heights, it also provides you with an instant visual image of who is performing well or below the expected standard. Using Zoho’s Motivator feature you can create games and include the teams or individuals who would benefit from being part of them.
In order to create a game, navigate to your Motivator home screen. You can create a game from one of three locations; the ‘Create New’ button, the ‘Games’ button or ‘Create Game’ button.
Give your contest a name and select the KPI from which to pull in the data. If you have yet to create a KPI then use the button to the left (KPI guide – https://www.linkedin.com/pulse/creating-tracking-company-kpis-zoho-crm-barnaby-giles). Competions can be made between individuals or teams, once you’ve slected the option pick those who you wish to be included. You will next need to select the duration for the game to run (this will always be a custom selection, unlike with KPIs and targets where you are also given the option of a week, month and year) and you may also choose if you want it to repeat, just select the period over which to do that and how many times to do so (which can be up to four times).
The viewers field is for anyone not in the game but who you would like to be able to observe. Include anyone in here who needs to keep an eye on a group (i.e. team leaders).
Once you made you game you will find a summary of all games created on the ‘games’ page. Here you will have three tabs; ‘Ongoing’ shows you all running contests and how each of your top three performers are doing (click on the contest or ‘view full details’ to see how each person is getting on), as well as a score you will see also see a line chart of performance over time.
Clicking the ‘Upcoming’ tab shows all future games to run, unlike with games in progress, you can also use the three dots to edit and make amendments. Finally, if you click on the ‘completed’ tab, you’ll see all past events with a summary of the top individuals or teams.