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4 Ideas For Including Gamification Among Your Sales Best Practices


Motivation is often tough in sales. Reps tend to hear “no” more than they hear “yes.”

This is all the more reason why making the job a bit more fun is critical for the long-term success of your sales team. Some of the most successful sales best practices use gamification to make tactics like cold calling and prospecting more enjoyable. 

Research by Gartner outlined in a Forbes article shows that the trend is catching on. By 2015, 40 percent of Global 1000 organizations are predicted to use gamification as the “primary mechanism to transform business operations,” the article reports. 

While this effort sounds like all fun and games (pardon the pun), there are a few tricks to getting it right. After all, Gartner research posted on the company’s website shows that that 80 of gamification initiatives are likely to fail. 

Here are four suggestions on how to go about successfully using gamification with your sales team.

  1. Keep the contest short: Some experts suggest that no contest should run longer than 30 days. If it’s longer people lose interest and a sense of urgency. Sometimes even an hour-long game works well. Besides, sales reps have a natural sense of urgency. Go with that. Use it to keep them rallied and focused. 

  2. Keep the contest very simple: Build your game around what you need most. You shouldn’t focus on more than one or two behaviors to accomplish this goal. Again, it’s so important to keep everyone focused. If people are required to think about a bunch of things all the time, the fun is gone, and having fun a huge reason for doing this in the first place, right? Don’t worry about the prize. Most sales reps are motivated by recognition and competition, though a gift card doesn’t hurt. 

  3. Don’t let everyone play: It’s a good idea to offer a contest to a segmented group of salespeople. In fact, the smaller the group, the better. This makes sure everyone feels like they’re in the game. To succeed, this group has to be on relatively the same level or made up of people who have comparable jobs. We’ve found that most games are more appropriate for inside sales teams, rather than those in the field. When the reps are not in the same room, you don’t get the same dynamic for games. If people are together, they’re able to receive and provide real-time updates, which is a more effective, in-your-face motivational tool. 

  4. Figure out KPIs, metrics and track results: It’s important to incentivize very specific behavior that you want to encourage. Check your customer relationship management (CRM) system for clues. Ideas include call volume, dials, quality data entry, meetings set, sharing best practices, taking new products to market or simply closing deals. Be careful not to sacrifice quality for quantity.

The Tellwise Nutshell (TTN): Using games to improve your sales efforts is one of the most enjoyable sales best practices. But remember, just having a competition for the sake of having fun isn’t enough. Use it to coach the team and bring about beneficial change to the sales environment. Ultimately, it’s about changing critical sales behavior and driving better results.

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