6 Ways Using Sales Gamification to Motivate Your Team
Due to unforeseen changes in the marketplace, sales performance strives for some innovations and employee coaching. Speaking of becoming a never-ending treadmill of updates, vendors with business-focused lens and human perspective on sales gamification. However, people jump to solutions and techniques without evaluating the depth of the issue.
Once we come up with an interesting angle, many companies are eager to stay ahead of the curve and motivate their teams super fast way. It all comes down to this, sales managers are aiming to show their level of mastery by achieving goals and overcoming obstacles they meet every day. Thus, it’s a recipe for selling staff burnout in an agile environment work.
Under these circumstances, you can add a quite critical component of your strategy - sales gamification - and create a tangible proof of hours of efforts and reward them correspondingly. A lot of work goes into crafting the perfect environment and tapping the gamification techniques to inspire your sales team to acquire higher business outcomes.
Sales Gamification: What’s Behind?
In point of fact, gamification is usually seen as an application that bases on the competition and leaderboard to motivate reps performance and behaviors. By applying gamification to your strategy, you can identify the top percentage of sales team’s efficiency or inefficiency, weak points, bottlenecks in the sales journey, then jump in and fix them along with rewarding best-performing team members. It’s critical to note also that this solution or program should be integrated with your CRM system.
Contrary to the common portrayal of the game, sales gamification has a bigger picture and means an integration of game methods into non-game business scenarios. The whole concept is referring as the affect-motivation tool. According to the psychologists, people can produce the impact on their surrounding, and therefore, they will be happier in their routines. On a practical level, when your sales reps are happy, they want to take more responsibility for their work, and work harder to achieve desired outcomes.
Accentuating Benefits of Sales Gamification
A polished, streamlined execution of a few key tasks often makes a difference between a good and bad sales strategy. The gamification may help the entire team work more efficiently, and it allowed for more effective collaboration between the sales reps. To make a great use of sales gamification, you should understand when and how to apply these techniques so your crew could focus on behaviors and address major business objectives. This program helps you to develop a simple 4-aspect framework to deliver a truly long-lasting impact.
By nature, the sales managers are highly competitive and the gamifying the performance strikes on their ambitions. The prize (a badge, a bonus, and the like) fuels your staff to achieve higher results and succeed in every task, opportunity, or project. Besides, this environment facilitates the process of finding objective ways to improve their sales behaviors.
In a timely fashion of the ever-changing business landscape, more and more sales managers work remotely. Sounds modern and fine, but this deprives these workers of feeling the collaborative team and company spirit. With sales gamification, you can make the contests between reps integrated, and the employees in field offices may feel more connected to the team and company in general.
Due to the collaborative component, the gamification amplifies the dialogues regarding best practices and challenges faced by the team. The leaderboard position in the contests inspires sales managers to look objectively on their strong and weak points. It also helps not so successful reps to seek advice from the best performing team members.
Being a sales manager is far more difficult than it may look at the first sight. The career was always challenging; thus, it can be rewarding in financial and emotional aspects as well. The failures are discouraging and paralyzing. Sales gamification brings in a dose of competition and encourages to deal with disappointments more efficiently.
How to Implement Gamification Strategy
There’s no easy way to fulfill sales quotas and limited visibility into pending transactions, and many companies fail to implement the sales gamification techniques into their business strategy. If you will reward the right behavior and pitches (not closed deals), your process gamifying will no longer offer a competitive advantage.
To prompt action of the sales team, start with building the reward system based on the metrics that actually bring revenue. Often, companies place too much emphasis on various badges and bonuses nearly on every task and small projects. Yet, the potential hidden in sales gamification is much bigger. If you apply these techniques to gamify your sales performance and behaviors, you will reap the advantages of engagement, competition, and team morale.
6 Ways to Take the Most of Sales Gamification
Now before you jump to any conclusions, here are a couple of routes you can drive the full potential of gamification into your business strategy.
#1 New Sales Reps Onboarding
To ramp up your new employees, you can start a simple leaderboard around opportunities created for the fresh salespeople. The product or service is advised to be relatively easy to understand and have a value for your customers. This will help new sales managers to join the business workflow and team faster.
#2 Bringing New Items/Service to Market
When your new product or service doesn’t get the expected attention from your sales team, it’s a high time to bring in sales gamification to encourage them to learn the innovation and sell it. The leaderboard with the successful pitches and also reward the team for entering data into CRM. By means of this simple approach, you power up sales team with collaboration and in-house coaching.
#3 Advancing Opportunities
First of all, you should analyze the win rates by all sales stages. Once you find the bottlenecks and winning points, you can run a contest for these points and reward the best-performing reps. Besides, this will facilitate the sales process documentation and keep data accurate at every stage of the customer journey.
#4 Taking CRM into Action
The immense amount of information makes it difficult to track everything, and, as a rule, your team more often avoids entering or updating records. Sales gamification will help you to fix this situation. Introduce a rewarding competition for logging data, activities, notes, etc. into CRM even if they have no connection to the opportunities.
As we have already mentioned, sale reps have a competitive nature. Gamifying the workflow, you will also allow them to compare their skills with the colleagues objectively. Knowing this helps your salespeople to focus on their weaknesses and turn to the top-performing peers for some tricks and tips.
#6 Clean Data
Every business owner is familiar with the blank fields in the company’s CRM. Despite executives ask sales reps to update this information on their weekly meeting, usually, they don’t put this task in the list of their priorities. Sales gamification will come to rescue. By running a little contest and offering some rewarding points for the updated records will deliver nearly immediate impact - in a matter of days the missing fields will be filled in.
Aiming to reframe your workflow and encouraging your team to work harder, sales gamification is a set of techniques and methods to freshen up your sales process and boost the team morale. By rewarding sales team and noticing their work, you will increase the closed deal rates, company revenue, and improve sales behaviors and managers self-worth.
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