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A Game of Thrones Metaphor to Help You Motivate Salespeople

If you manage or work with a sales team, you’re probably familiar with the 20-60-20 theory: the idea that sales employees can be sorted into negative laggards (20%), average performers (60%) and star performers (20%). With those different performance levels come different personalities and sources of motivation.

That being said… thinking of salespeople in terms of performance isn’t always the most humanizing, or fun. So let’s make things interesting: what if each type of salesperson could be described as a Game of Thrones House? In honor of the hit HBO show’s return this month, we’ve been having some fun with this metaphor. Here’s the article where we break down the House personalities and how you can individually motivate each one.July_Infographic_LW

All of these are excellent ideas for motivating sales teams, but which incentive strategies target multiple groups at once? Consider these motivational strategies to incentivize two groups at the same time!

Sales Leaderboard

Motivates: Lannisters and Greyjoys

A little friendly competition can create a fun, active atmosphere and, more importantly, ramp up sales. Your Lannisters will appreciate seeing themselves on the board, excelling among their peers and going for the gold. Greyjoys, meanwhile, may notice themselves lagging behind and step up their game (…of thrones).

 Peer Recognition

Motivates: Greyjoys and Starks

Sales incentive programs with peer recognition can give you a two-fold bump in productivity and engagement. With social media-style employee recognition platforms, your sales employees can thank and congratulate (or smack-talk) one another easily. Low-motivation Greyjoys get a boost after receiving praise from coworkers for a job well done, while your modest Starks will enjoy giving their peers a pat on the back and supporting them. Having a public wall to post messages on is something that everyone can look forward to seeing, and encourages sales employees not only to participate but can also build a strong sense of team camaraderie.