Sales Gamification Overview
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Overview
What is Sales Gamification?
•
Sales Gamification is a type of sales compensation,
known as a sales contest, meant to modify the behavior of a
sales team.
What does Sales Gamification do?
•
Gamifying a sales improvement program helps a sales
team set its priorities.
What does it mean to use Sales Gamification?
•
The use of Sales Gamification allows a sales leader to
acquire, and retain, the attention of an increasingly distracted
sales team.
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Objective
Three key business objectives of Sales Gamification:
1. Increase the adoption rate of a new initiative
2. Improve the execution in the field
3. Build a culture that values winning
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How Does It Work?
Phase 2
Phase 1
Strategy
Assess Engagement
Level
Determine
Engagement Score
(Recency x Frequency x
Duration x Ratings x
Knowledge)
Assess Game Type
Applicability
Select Game Type
(Grand Challenge –
Rapid Feedback
Systems-SimulationStatus Marathon)
Assess Progression
to Mastery
Select Game
Mechanics (PointsBadges-LevelsLeaderboardsRewards)
Means
1. List of possible initiatives
2. Review implementation
plans
3. Calculate Gamify “lift”
4. Determine customer
impact
5. Estimate field disruption
6. Perform DILOs
7. Observe sales
management cadence
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Phase 3
Design the Game
1. Desire
2. Incent
3. Challenge
4. Reward
5. Feedback
6. Mastery
Play
Results
1. Appoint the “Gamer”
2. Feedback, Friends, and
Fun
3. Reward the Winners
4. Iterate
Sales Gamification Examples
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Box
How Box Transformed Its Sales Kickoff Into a Contest
Finding a cure for “Death by PowerPoint”
Goal: Develop winning ways for Box’s fast growing sales team to
bond while learning about upcoming offerings at their 2012
sales kickoff.
Solution: To cultivate a spirit of friendly competition, Box
created a highly engaging mobile app experience—for any
tablet or mobile device.
Step #1: Award points for check-ins and correct answers to 25
questions during each session. Also motivate salespeople to
earn points by finding the answers to “Fun Facts” trivia.
Step #2: Feature the results of individual results and team
challenges on a real-time leaderboard.
Step #3: Reward the top three performers with an iPad 3,
Jawbone Jambox, and Klipsch headphones.
Benefits: Drove enthusiastic engagement of sales reps, faster
and more complete learning, and more connected team
building—all while building a culture of “coopetition.”
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Bluewolf
How Bluewolf Increased Social Collaboration to Produce Revenue
Giving Klout a social lining
Goal: Increase internal and external social collaboration to drive
brand awareness and company revenue, while improving Bluewolf’s
social media presence.
Solution: To incentivize its workforce to consistently engage buyers
across all social channels, Bluewolf created #GoingSocial—a robust,
interactive campaign.
Step #1: Measure baseline employee engagement on social
networks, and create a social resource center to overcome common
roadblocks with concise explanations and training.
Step #2: Create “pack profiles” that publicly showcase each
employee’s expertise, personal interests, and social activity.
Step #3: Award points to employees for completing profiles, sharing
content, and receiving inbound clicks. Offer virtual and tangible
rewards for accumulated points, including badges and gift cards.
Benefits: Accelerated socially sourced traffic to the Bluewolf site by
20 percent month-over-month, and collaboration via internal social
networks by 57 percent. Also drove a spike in the company’s Klout
score, above 45.
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MyWork Community
How LiveOps Played the Game of Telephone… and Won
Turning a call center into a collaborative,
competitive arena
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Goal: Rally 16,000 LiveOps virtual call agents to participate in
eLearning and increase their sales, while connecting them to a
vibrant community and providing a transparent, centralized
location to showcase their accomplishments.
Solution: Convert the existing “MyWork” internal community
into a motivational social hub to liven up the LiveOps
operation.
Step #1: Empower agents to complete additional e-training &
certification, and connect with their managers.
Step #2: Reward points for increased call conversion, and the
demonstration of specific skill attributes consistent with
articulating the client’s brand quality objectives and culture.
Step #3: Inspire friendly competition by tracking points on
public leaderboards, and recognizing top-performing agents
with badges.
Benefits: Immediately after ramping up, LiveOps’ agents
exceeded the company’s expectations by raising customer
satisfaction ratings and LiveOps’ Net Promoter score.
Call To Action
What Should You Do Now?
• Pick a behavior of the sales force you would like to change.
• Engage with SBI to run a pilot based on our 3 phased project
approach.
• Based on the results:
– Apply Sales Gamification too more initiatives.
– Eliminate it from your tool box.
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