Sales Awards Blog

Tom Schaff, Managing Partner of Big Swift Kick, is a member of one of the sales awards final judging committees for the 2012 Stevie Awards for Sales & Customer Service. Final judging is now underway; sales excellence and customer service awards winners will be announced on February 27 at the 6th annual awards banquet in Las Vegas. Get your tickets here.

We asked Tom for some insights on what has influenced sales people the most over the past ten years.

What in your opinion has been the top business story of the past 10 years for sales people?
If you ask me, the biggest impact on salespeople and companies that sell over the last ten years is definitely the Sarbanes-Oxley Act of 2002.

Why?
Companies buy differently now. Superstar salespeople need to sell to a whole different buying team.  What used to work doesn't anymore—especially if you are the little guy selling to a big company. 

Smart companies understand that, given the changes in buying, big companies are more afraid than ever of the small guy—but at the same time, they need their creativity and responsiveness. The exceptionally bright company has adjusted its sales processes away from the superstar rugged individual and instead doubled down on strategic processes that involve the selling team's executive management, supply chain, clients, and subject-matter experts. This adjustment to Sarbanes-Oxley has actually helped over 200 of our clients win their biggest deals in the history of their companies. Change can mean opportunity: Sarbanes Oxley, while difficult to implement, has been an incredible opportunity for those who have adjusted. Have you?

We had to ask: Why Big Swift Kick? 
After 17 years of performance consulting and training, my partner Andy Miller and I wanted to make a distinctive brand. We audited what made us different with clients and the answer that came up most often was: Candor. 

Further investigated, clients told us that our candor and straightforwardness, truth without apology, and real-world approach helped impact to happen faster. We quickly recognized that our favorite clients were the ones who needed us the least but wanted feedback the most. The least impacted clients were the ones who needed us the most—but couldn't handle the feedback. 

Big Swift Kick is for the CEO, VP, or HR executive who wants that "Big Swift Kick in the Acronym." Organizations that want to challenge the way things have always been done can count on us to honor what works, uncover what doesn't, and take massive action on areas of opportunity.

About Tom Schaff:
Tom Schaff is a managing partner of Big Swift Kick. He is also interim Chief Strategy Officer of Tony Robbins’ and Chet Holmes' consulting company, Business Breakthroughs International. He has worked with 62 of the Fortune 500 companies, a handful of the Inc 500, hundreds of privately held businesses, and a dozen private equity firms. A writer and thought leader on sales, Tom has assessed 30,000 sales people and organizational leaders. He is the official licensee of Tom "Whale Hunting" Searcy's compelling "big deal" selling system that has helped over 200 small companies win their largest-ever sales deals. Earlier in his career he co-founded Solution People, an innovation, creativity, training, and consulting firm, working with companies like Kraft, Unilever, McDonald's, AT&T, Quaker, and Kodak. Tom lives with his wife and two children in St Louis.

We have added three new sales awards categories to The 2012 Stevie® Awards for Sales & Customer Service to honor organizations for their sales excellence. Showcase your organization's best sales practices and submit your entries today. (The last day to submit entries for The 2012 Stevie Awards for Sales & Customer Service is this Wednesday, January 18; download your entry kit here.)

Our new sales awards for achievement are:

• Sales Turnaround of the Year
  Recognizing sales organizations for improvements since July 1, 2010, over the prior year.  Improvements in revenue, operations, and training will be considered in this category.
• Outbound Marketing Program of the Year
  Recognizing marketing programs that use advertising, promotions, public relations and sales.
• Inbound Marketing Program of the Year
  Recognizing marketing programs that rely on content generation, lead development, and prospect cultivation.

Benefits of submitting entries to our sales achievement awards include:

• Improve employee morale.  
  Applying for The Stevie® Awards is a simple and affordable way to recognize your organization and employees.
• Company size equality.  
  You don't have to be a big company to win a Stevie!  Small organizations have an equal opportunity to win Gold, Silver and Bronze Stevies.
• Access to your industry's leaders.  
  Many of the world's top business leaders will review your nominations during the judging process.

The following information should be included in your sales awards submissions:

• An essay of up to 500 words describing the nominee’s accomplishments since July 1, 2010 in the area covered by the category;
• A brief biography (up to 100 words) of the leader of the nominated team or department; and
• Links to online news stories, videos, photographs, press releases, etc. that support your nomination (optional).

Preliminary judging is now underway. More than 200 professionals worldwide will participate in the 2012 judging process and all Finalists will be notified on January 25. Starting in 2012, all Finalists will be recognized as Gold, Silver or Bronze Stevie Award winners.  Results will be announced at the sixth annual awards banquet on Monday, February 27 at Caesars Palace in Las Vegas.

How will you honor your organization's sales achievements in The 2012 Stevie Awards for Sales & Customer Service?

We have added three new sales teams categories to The Stevie Awards for Sales & Customer Service, which recognize the members of individual teams within your overall sales department. (Request your entry kit for the 2012 awards and it will be emailed to you right away. The entry deadline is November 18.)

Submit your entry to our three newest Sales & Customer Service categories:

1. Field Sales Team of the Year
Recognizing sales teams that obtain the majority of their business out of the office at face-to-face meetings with clients.

2. Sales Operations Team of the Year
Recognizing teams that help sales organizations to run effectively, efficiently and in support of business strategies and objectives.

3. Sales Management Team of the Year
Recognizing the leadership teams of sales organizations for their achievements.

Recognize sales excellence and customer service excellence in one of our other sales teams categories:

1. Global Sales Team of the Year
Recognizing sales teams whose industry, client, or other focus has a global scope.

2. National Sales Team of the Year
Recognizing sales teams whose industry, client, or other focus has a national scope.

3. Government Sales Team of the Year
Recognizing sales teams whose charge is selling to government clients.

4. Telesales Team of the Year
Recognizing sales teams that obtain the majority of their business by telephone.

5. Online Sales Team of the Year
Recognizing sales teams that obtain the majority of their business via online and social media.

6. Sales Support Team of the Year
Recognizing teams that provide administrative, logistical, or resource support to sales organizations.

All entries in these categories require an essay of up to 500 words describing the nominee’s accomplishments since July 1, 2010 a brief biography (up to 100 words) of the nominee and an optional inclusion of links to online news stories, videos, photographs, press releases, etc. that support your nomination. See all of the Sales & Customer Service categories here.

Recognize your company's sales performance and nominate teams by submitting entries for sales awards that highlight sales excellence here!

The final entry deadline for The 2012 Stevie Awards for Sales & Customer Service is this Friday, November 18.

Start your submission process today! You can:

1. Request your entry kit here.
2. Review all of our sales and customer service categories. We have more than 90 categories, honoring sales excellence and customer service excellence for individuals, teams, and departments, plus new categories this year for products and service and solution providers.
3. Watch our helpful video tutorial on how to successfully enter submissions here.  
4. Review past winners' entries here.
5. Make the most out of your submissions and learn how to submit winning entries here.

Still have questions? Contact us at help@stevieawards.com, we'd love to answer your last minute questions!

Gonna miss the November 18 deadline?  Don't panic. Late entries will be accepted through January 18 with payment of $35/entry late fee.

We invite you to apply to be a preliminary-round judge for the 6th annual Stevie Awards for Sales & Customer Service. Interested?  Apply here.

How does preliminary-round judging work?

• All sales award and customer service award judging take place in November 2011 - January 2012.
• All judging is done online so judges will be able to review nominations on their own time and at their own pace.
• Judges will be assigned categories based on their experience, function, and industry.
• There is no limit to how many (or how few) nominations judges can review.

What are the benefits of being a Stevie Awards judge?

• Judges get an inside look at how other organizations and individuals are achieving success and confronting challenges. 
• All active judges will receive a certificate of appreciation, suitable for framing.
• All judges will have a chance to win two free tickets to the February 2012 awards banquet in Las Vegas.

Need more information?

• Get the application form.
• Learn more about the judging and awards process.
• Meet the 2011 preliminary-round judges.
• Contact us at help@stevieawards.com.

Apply to be a judge and be a part of a worldwide coalition of business heroes.

What's your favorite reason for applying to be a 2012 Sales & Customer Service judge?

The Stevie Awards for Sales & Customer Service recognize the achievements of call center, customer service, and sales professionals worldwide. Recognize your company's sales performance and nominate individuals by submitting entries for sales awards that highlight sales excellence. (Request your entry kit for the 2012 awards and it will be emailed to you right away.  The entry deadline is November 18.)

Individual Sales Awards:

1. Senior Sales Executive of the Year
Recognizing senior sales executives with titles such as Chief Sales Officer.  This category may also be used to recognize senior corporate executives for their role in driving sales achievements.

2. Worldwide VP of Sales of the Year
Recognizing VPs of sales with responsibility for sales performance on a global level.

3. National VP of Sales of the Year
Recognizing VPs of sales with responsibility for sales performance on a national level.

4. Sales Director of the Year
Recognizing the achievements of sales directors at organizations of any size, of any type.

5. Sales Manager of the Year
Recognizing the achievements of sales managers and sales professionals with a managerial role at organizations of any size, of any type.

6. Sales Operations Professional of the Year
Recognizing sales executives and sales professionals with a managerial role for their achievements in managing sales organizations that run effectively, efficiently and in support of business strategies and objectives.

7. Sales Training or Education Professional of the Year
Recognizing sales executives and sales professionals with a managerial role who manage, design, or deliver sales training or education in any aspect of work life.

8. Sales Representative of the Year
Recognizing individual sales representatives for their personal contributions to organizations’ sales results.

All entries in these categories require an essay of up to 500 words describing the nominee’s accomplishments since July 1, 2010 a brief biography (up to 100 words) of the nominee and an optional inclusion of links to online news stories, videos, photographs, press releases, etc. that support your nomination. See all of the Sales & Customer Service categories here.

Need help choosing the best category? Contact us at help@stevieawards.com.

As the November 18 deadline for The Stevie® Awards for Sales & Customer Service approaches, we encourage everyone to submit their entries for the 2012 awards as soon as possible- get your entry kit here.

Here are the top 10 reasons why you should enter:

1. Great staff recognition. Applying for the Stevie Awards is a simple (and affordable) way to recognize your employees' sales excellence and customer service excellence.

2. Free publicity. Stevie Awards winners are not only recognized in an awards ceremony but receive acknowledgment globally via press coverage and our radio cast and Internet streaming. 

3. Company size equality. You don't have to be a big company to win a Stevie. Small organizations have just as much chance to win sales awards and customer service awards as big companies do. 

4. Flexible categories. There are dozens of categories for customer service, call center, contact center, and sales professionals, teams, and departments.  And there are a range of categories to recognize products and services and solution providers.

5. Networking opportunities. Stevie Award winners will be recognized during a gala awards dinner attended by executives from around the world.

6. Low entry fees. The entry fees are nominal compared to the publicity boon your firm can reap when you become a Stevie winner.

7. Earn industry status. The Stevie Awards for Sales and Customer Service is a great way to benchmark your achievements against competitors in your industry.

8. Oscar-like trophies. The Stevie Award trophies are magnificent - among the most coveted prizes in the world and produced by the same company that the Oscars use.

9. Great PR for your company. Stevie winners can get extra copies of their awards to share with employees, executives, and clients.

10. The Stevie Awards are the world's premier business awards - and you know you and your team deserve that kind of positive recognition.

What's your number one reason for applying for the Stevie Awards for Sales & Customer Service?

Q&A with Leslie Stretch, President and CEO, Callidus Software, a provider of sales performance platforms which won the Stevie Award for Computer Software Company of the Year in The 2011 International Business Awards. (Entries for The 2012 International Business Awards open in January, request an entry kit and join our mailing list for all Stevie Awards updates!)

What are your top 3 tips for improving sales performance?

1. Hire the right sales people. Hire scientifically using search-and-selection methodology; use social media and video interviews on the web; and hire fast. 

2. Coach scientifically.  Usually 80% of your sales people will be B players, while 20%— the A players—will bring in 80% of the sales.  You need to improve the B players with regular coaching and training sessions.  Track and trace the behaviors of your sales staff, comparing B with A. Use tools to build up the coaching plans. Avoid generalist HR reviews. They don’t work with sales people.

3. Make it easier for your sales people to sell, but also make it easier for your customers to buy.  If we make things too complicated for the customer, why should they buy?  Put everything a sales person needs in one place and make all your information accessible.  If you make it easier for the sales staff, you’ll dramatically increase sales.  

What item of news recently caught your eye and why?

The acquisition by Hewlett-Packard of the British software firm Autonomy. This piece of news fascinates me, as Autonomy is a company that was started by Cambridge University scientists that has now been bought for $12 billion. Silicon Valley seems to be getting bigger, with recent acquisitions such as Google’s purchase of Motorola Mobility ($12.5 billion) and ABC News’ alliance with Yahoo!  

Do you have a favorite business app?

My favorite application at the moment is our own iCentera, a.k.a. Callidus Central.  Wherever I am, I have my Mail open and iCentera, which has all the information about my customers that I need to know.  Everyone at Callidus is an iCentera user.  It keeps us up-to-the-minute on everything that is happening.  

On my phone, I have to say my favorite app is Talking Tom.  The cat repeats everything you say in a funny voice yet is very good at picking up accents, even those from the North of England. My wife is from Manchester, so I use the app to create reprimands to my children that they’ll think are from their mother.  

If you could choose another profession, what would it be?

I’m a frustrated musician and would happily spend more time playing the guitar or the piano. 

What quality or qualities do you most value in your business associates?

Honesty, loyalty, and persistence.  I find that the expectation of a lot of people who come to Silicon Valley is that they are going to phone in rich in just a couple of years.  But the reality is that it takes much longer.  There are a lot of overnight successes here that actually took a decade or more. Not only does it take a long time, you have to overcome adversity.  I admire people who have vision, can see where they are going, and have the tenacity and determination to stick with it.  

What do you think is the worst bad habit to have at work?

Managers who take liberties with their staff’s time.  As a manager myself, it’s something that I’m afraid I have to confess I do too often, but it’s important to set a line between work and home life and try not to cross it.  It’s bad for people if you soak up their personal time. It builds resentment and alienation.  It’s counter-productive, yet you think you are being super-productive because you are working out of normal hours.  

As someone at the top of your profession, what keeps you inspired or makes you hit the ground running in the morning?

The job is never done.  The vision we have for Callidus Software is to be a Software as a Service (SaaS) company that provides the best tools, is the best company to work for, is the best company to invest in, and is the best company to buy from.  I only started on this four years ago, so there’s still a long way to go, but it is the need to make Callidus Software the #1 SaaS company that drives me on.  

About Leslie Stretch:

Leslie Stretch is President and CEO of Callidus Software. Under Leslie’s direction, Callidus has transformed into a recurring revenue based business that is the leader in sales talent lifecycle management solutions and business process outsourcing. These solutions include sales selection and onboarding, goal management, incentives and rewards management, and sales talent optimization for the sales force and call centers. At Callidus, Leslie has also pioneered patent-pending methods for successfully using performance indexes to measure and predict propensity for success in hiring different sales roles.  

Prior to joining Callidus Software’s executive board, Leslie worked for Sun Microsystems for nine years. At Sun, he held the position of Senior Vice President of Global Channel Sales and was the Managing Director of Sun Microsystems U.K. Ltd. Before joining Sun, Leslie held senior sales positions at Oracle Corporation U.K. and was instrumental in accelerating the growth of its Scottish and Canadian operations. Throughout his career, Leslie successfully directed and motivated large sales organizations and facilitated strategic deals.

About Callidus Software^®

Callidus Software is the market and technology leader in Sales Performance Management (SPM). Callidus' award-winning SaaS platform—the Callidus Cloud—is a comprehensive SaaS suite designed to help businesses drive more effective selling at each stage of the sales talent lifecycle, from improved sales hiring—the foundation of strong sales performance—to improved campaign execution, to high frequency coaching and development. The Callidus Cloud suite includes Callidus' 100% multi-tenant, high-availability SaaS infrastructure; its Sales Selection, Sales Effectiveness, Sales Performance, and Learning modules; SPMConnect for data management; and Reporting & Analytics. Callidus Software powers more than 2.5 million users across the globe. For more information, please visit www.callidussoftware.com.