CRM Adoption & Data Quality
Practical guides for RevOps teams. No fluff, no unverified stats. Looking for the product itself? Start with Salesforce gamification.
What a Weekly Reset Does to a Sales Leaderboard
A leaderboard that never resets trains your bottom 80% to stop competing. A weekly reset changes that. Here's the behavioural science behind why.
How to Run a Sales SPIFF in Salesforce (And What to Add So It Lasts)
SPIFFs work. For about two weeks. Here is how to structure one properly in Salesforce, and what to layer on top so the behaviour does not evaporate when the payout arrives.
27 Sales Contest Ideas for Salesforce Teams (Organised by the Habit They Build)
Most contest idea lists give you the same thing: cash prizes, gift cards, rep of the month. These are SPIFFs with different packaging. Here are 27 ideas organised by the behaviour problem they solve.
Why CRM Adoption Fails 6 Months After Go-Live
The go-live numbers looked good. Six months later, the data is stale again. This is not a training problem. It's a design problem.
The 5-Minute Rule: Why Speed-to-Lead Is Your Easiest Sales Win
Contacting a lead within 5 minutes makes you 21x more likely to qualify them. Most teams respond in hours. Here's how to fix that without hiring more reps.
Why Your SPIFFs Stop Working After 2 Weeks
The SPIFF cost you $5,000 and produced a temporary blip. Here's the behavioural science behind why they fade and what sustained motivation actually looks like.
7 Salesforce Data Quality Metrics That Impact Forecast Accuracy
Your forecast model is sophisticated. None of that matters if the underlying Salesforce data is wrong. Here are 7 metrics to add to your weekly review.
The Hidden Cost of Inconsistent Stage Progression
When 30-50% of your pipeline hasn't moved stages in a month, your forecast is fiction. Here's why reps avoid honest progression and how to fix it.
Stop Nagging: How to Incentivise Salesforce Data Entry Without Manual SPIFFs
If reminders worked, the problem would be solved by now. Here's why reps skip data entry and what actually fixes it.