Vivint Smart Home - Sales Operations Team of the Year
Company: Vivint Smart Home, Provo, UT
Company Description: Vivint Smart Home is the leading provider of smart home services in North America. We deliver an integrated smart home system with in-home consultation, professional installation and support delivered by Smart Home Pros, as well as 24-7 customer care and monitoring. Dedicated to redefining the home experience with intelligent products and services, Vivint serves more than one million customers.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Sales Operations Team of the Year
Nomination Title: Vivint Sales Operations Team Fuels Dynamic Sales Team
Tell the story about what this nominated team achieved since the beginning of July 2015 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
The Sales Operations team at Vivint Smart Home successfully introduced multiple operational improvements that led to a record-setting year in 2016. Its 80 team members made significant improvements to the company’s recruiting and training processes, analytics capabilities, sales competitions and recognition programs, while simultaneously supporting the areas of housing, licensing, compliance and compensation for a seasonal workforce of more than 2,500 sales reps.
With its creative and dedicated support, the Sales Operations team helped a dynamic sales team gain more than 180,000 customers in 2016.
Streamlined Recruiting and Training
To create a record-setting sales engine, the Sales Operations team revamped elements of the traditional recruiting and training processes. The team built a mobile-optimized website called Mobile 1Stop for managers to attract and issue work agreements to talented sales reps in a timely manner. The new website decreased process glitches and simplified the onboarding of new sales reps.
The team also tapped its video department to bolster training capabilities. The video crew created more than 50 hours of training and support videos. The pinnacle productions were a 30-day rookie training campaign to get sales reps up to speed quickly, as well as a video demonstrating the life-changing impact of Vivint products and people in the lives of customers.
The Sales Operations team leveraged advanced analytics in important new ways. Before the sales season was in full force, the team’s analytics department developed a report that gave sales managers insight into their personal recruiting strengths and weaknesses so they could build better, stronger teams.
Once the sales season was in full swing, the analytics team produced daily sales reports for the sales managers. The team delivered these performance reports in less than 24 hours so managers could use the information to improve sales tactics and set more informed goals. The reports included insights in key areas such as product performance, account revenue highs and lows, sales numbers and average sales for rookie sales reps.
Created the “Master Blaster”
In addition to all the process improvements to recruiting and reporting, the Sales Operations team also successfully integrated new technology to improve communications with reps in the field. The team created its own software platform called “Master Blaster” that served as a texting engine to share updates with all sales reps via text – a method of communication already available and familiar to reps. Master Blaster made it easier than ever before to update the field team with key developments and deadlines. Spending time to develop this new communication platform could have slowed down the sales engine, but the resulting efficiencies in communication helped the sales team achieve its record-setting year.
Encouraged Positive Competition
The team introduced six unique competitions during the summer sales season, spending hundreds of hours producing an array of incentives and rewards. One reward caught the eye of Inc. Magazine, which recognized Vivint’s branded inflatable paddleboard kit as one of “the best pieces of company swag for employees.” Throughout each competition, the team provided real-time sales numbers to keep everyone engaged. These competitions fostered company spirit and further motivated an already competitive sales team to set new records.
Hosted an Epic Sales Event
To close out a record-setting sales season, the team designed, organized and hosted a huge sales meeting called Vivint Con in October 2016 at the Vivint Smart Home Arena, home of the NBA’s Utah Jazz in Salt Lake City. The meeting rewarded the company’s sales reps and also served as a springboard to a successful 2017 by introducing new products and recruiting new reps. Overall, more than 5,000 people participated during a week of activities including a charity run, a concert by OneRepublic, and a treasure hunt for more than $100,000 worth of prizes. Vivint Con helped the operations team onboard more than 600 new reps, making it the company’s largest and most successful recruiting event to date.