How to add gamification to improve sales performance

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Performance driven professionals can be motivated by applying gamification techniques, e.g. to encourage CRM adoption by sales persons and rewarding them for their actions and achieved goals according to set key performance indicators.

So besides adding gaming tactics to our website, business can encounter improved performance in other areas of sales as well.

Here’s a few examples

SAP

Already in 2011, SAP created a gamified environment to display the sales results and encourage the sales reps to be their utmost best, every day. I like the visuals and the idea behind this case, but wouldn’t it be even better when there were more KPI’s and real-time scoring boards to display the results?

INNOVEER

Of the seven gamification strategies Innoveer shares on it’s blog I like the following best:

1: Reward points

For example, consider rewarding points for creating new accounts in the CRM system:

• Create a new contact: 1 point
• Create a new contact in an account you’re meant to be targeting: 2 points
• Any new contact with the title “CEO”: +5 points

Or on the service front:

• Successfully resolve call in one minute: 10 points
• Successfully resolve call in two minutes: 5 points

2: Use Leader Boards To Stoke Friendly Competition

Sales people are competitive and entrepreneurial, so why not let them compete a bit more, for example by awarding points, and then pitting different sales teams against each other. Also consider awarding badges, as Foursquare does, or turning points into rewards: 10,000 points means an iPad, while 20,000 is a weekend trip for two to a sunny spot somewhere.

How would you like to use gamification to stimulate your sales reps’performance?

About the author

Over the past few years Walter van der Scheer has been evangelizing marketing automation to advertising agencies, e-commerce companies and co-workers alike and has been building a team of determined sales professionals. He has made progress, but the road ahead is still very long. Walter shares his personal experiences and challenges along the road of changing the way that marketing is done, while trying to stick to the strategically chosen path. +