In short: Recognise people in different ways, because not everyone is motivated by the same thing, and make sure more than your top performer can be recognised. Celebrate the behaviours that lead to results, not only closed deals. Use Achievements, coins and Rewards to reinforce the habits that drive your goals.
Who this is for and when to use it
This guide is for sales managers, team leads and admins who want recognition in SalesScreen to change behaviour, not just add noise. Use it when you plan how your team is recognised and rewarded, or when recognition has stopped making a difference.
Applies to: Creating and editing Achievements requires the Company Admin or Achievement Administrator role. Managing Rewards and coins requires the Reward Administrator role.
Recognise different people in different ways
People are motivated by different things, so one reward for everyone rarely works. A common way to describe this uses four types:
Achievers want to beat their own personal best.
Explorers want new challenges.
Socializers want to be part of a team win.
Killers want to beat others on the leaderboard.
A recognition system that only celebrates the top 10% demotivates the other 90% of your team. Recognise improvement, personal bests, consistency and team goals alongside top performance. For example, celebrate the rep who went from 40% to 80% of target, not only the one at 150%.
Good example: Each week the manager recognises the top performer, the most improved rep and the team reaching its shared goal. This you can get an full overview in the team profile.
Bad example: Everyone gets the same gift card for hitting target, and only the number one rep is ever celebrated.
Celebrate the behaviours that lead to results, not only the results
What gets recognised gets repeated. If you only celebrate large closed deals, the work that creates future revenue, such as prospecting and pipeline building, stays invisible. Recognise the activities and progress that lead to the outcome you want.
Ask your admin to keep celebrations on for the activities and achievements you want to highlight, and off for frequent ones like calls. See How do I create or edit an activity? and How does the Celebration Popup work in SalesScreen?
You can also share wins where your team already works. An admin can connect SalesScreen to Slack or Microsoft Teams and choose which feed is posted to which channel. This can be a separate feed with only the posts you want to highlight. See Integrate with Slack and How do I create more than one Feed in SalesScreen?
Good example: Booked meetings and proposals sent to target accounts are recognised, and posted to the team’s Slack channel through a feed set up for wins.
Bad example: Only deals over $50k are recognised, so reps who build pipeline never are.
Use Achievements to make consistency visible
Achievements give people something to work towards before results show up. Tie each achievement to a habit that matters to your goals, such as hitting an activity target every day or reaching a stretch target. Achievements can also award coins, which links them to Rewards. See How can I create a new Achievement?
On the Achievements page you can follow:
Highlights: the biggest recent wins, such as rare unlocks
Recent Unlocks: all unlocks, newest first
Active Streaks: people who have unlocked the same achievement several times in a row
Managers can use the Users managed by me filter to see only their own team. Each person can open My Progress to see which achievements they have unlocked and what to go for next. See How do I see achievement activity for my team or company? and How do Achievement Streaks work in SalesScreen?
Good example: A daily activity-target achievement, where the manager calls out reps with long streaks in the weekly team meeting.
Bad example: Many achievements with no clear link to team goals, so unlocks feel like clutter.
Give coins and rewards real value
Coins and Rewards work when everyone has a realistic path to something they want. Offer a mix of small, medium and aspirational rewards, such as gift cards, company swag, extra time off, lunch with leadership or charity donations. A good mix matches different motivators.
For example:
a coffee voucher for 100 coins
a gift card for 500 coins
an extra day off for 2,000 coins
The right amounts depend on how many coins your team earns. Ask your team what they would actually want, and refresh Rewards regularly so it stays interesting.
To set this up, see:
Examples:
Good example: Rewards has small, medium and aspirational options, and everyone can afford at least one small reward with normal effort.
Bad example: Rewards has one expensive prize that only the top rep can ever afford.
Examples
Example: Making recognition part of the team rhythm
Twice a month, a manager brings the team together and goes through Highlights and Active Streaks on the Achievements page, plus progress towards team goals. Between meetings, wins are posted to the team’s Microsoft Teams channel. Recognition becomes a shared moment instead of individual popups.
The same material is used in the company’s quarterly business reviews (QBRs), so leadership can see which behaviours the team is building.
Example: Getting mid-performers engaged again
A manager maps what motivates each rep and asks everyone to set up a personal celebration (How do I manage my Celebrations?). They add rewards at several levels to Rewards, and recognise improvement as well as top results. Within a month, engagement is up and mid-performers are more active.
Common problems
The same person is recognised every time
Recognition is probably tied only to absolute performance. Add recognition for improvement, personal bests and streaks, and set a shared team goal so more people have a path to a win.
Celebrations aren’t showing
Whether a celebration appears depends on how your account is set up. See Why are celebrations not showing on my TV screen?
Get help applying this
For help with strategy and getting more value from SalesScreen, reach out to your Customer Success Manager, or contact us in the chat if you don’t have one. For smaller fixes and questions, contact support in the chat.