5 Tips for Using Gamification to Improve Sales
Motivating salespeople is a recurring problem for managers. Yet, that motivation is key to both productivity and improving morale. After all, happy salespeople sell more, offer great customer service, and have longer tenure. For these reasons, your team’s success depends upon engaged and empowered members. A great way to increase both sales and morale, gamification takes the tried-and-true sales contest and upgrades it for the 21st century. If you’ve ever been ranked on a leaderboard, whether it’s in sports or a video game, you’ve participated in gamification. A gamified experience motivates us by bringing out our competitive nature to strive for the best. It’s the feeling of not wanting to be last, the chance to be in the limelight, and the opportunity to show everyone what you’re capable of. This is why gamification, when used correctly, can be a great motivating factor for your sales teams. With motivation in mind, it’s easy to devise an effective, results-driven strategy that speaks to your team. With this in mind, here are five of our best tips for using gamification to improve your company’s sales:
Set Clear Goals
What makes your team tick? A good place to start is by looking at the metrics that drive the most sales. Is it a meeting a high call quota, or the number of times a rep follows up on a lead via email? Whatever it may be, start accounting for it and start measuring it. Once you get at least 5 solid metrics you find to be your drivers to success, make these your top 5 goals of the quarter. Work your team to be motivated by these metrics and make their progress visible for the entire team through digital leaderboards. There’s nothing more motivating than seeing your cube-neighbor beat you by just 1 call in the last hour to get you revved up to put in the extra effort to fly past ’em on the leaderboard.
Using gamification to encourage teamwork and healthy competition among peers is good for business. Even though it may seem like each rep is fighting for themselves to reach higher on the leaderboard, if you think about it, they’re all working toward a common goal — to close more deals and better the company. The visibility and availability of metrics and progress give everyone a sense of engagement and unity within their teams.
Boost Individual Performance
Many people don’t start to boost their performance (at least on their own) until the end of quarter or toward a performance review. By then, it’s all too late to better an individual’s habits or improve the metric that would’ve made a difference this selling quarter. When you have a system that tracks performance in real time, the data becomes more beneficial in changing your reps’ habits for the better. Are the numbers staggering for follow-up emails, or quotas not being reached for lead qualified? When you can find the issue faster, you can resolve it much easier. If you notice a particular metric isn’t worth tracking, try another.
Make Sales Training Fun
Most meetings are boring, and keeping your team engaged and awake can be a chore. But by using gamification, things get a lot more interesting. Gamification lets users take control of how they access information, instead of pushing it at them. Gamification can test sales professionals’ knowledge and skills during training sessions, and they will retain more of what they learn as well. Adults prefer learning through self-directed exploration, and that will keep your team engaged and excited, leading to more sales.
Giving Instant and Public Recognition
Though cold, hard cash is always welcomed, other incentives can foster the competitive spirits of fun you are looking to instill. This is especially true when game-winners are instantly rewarded for all the team members to see. Through instant recognition, good habits are more likely to stick with positive reinforcement. There’s nothing like a good ol’ standing ovation to get your juices pumped again to close another deal for that next chance in the limelight. When each of the games finishes, spend time encouraging your team to share what works best for them. For best practice, have them offer strategies to improve the game and better motivate them for the next round.