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It’s all fun and games until somebody loses a deal, right? But what if the fun and games were what drove the deals? Sales gamification is increasingly finding its way into sales departments and is the go-to method by which marketers, thought leaders, and even businesses are driving growth and productivity. You may have even been on the receiving end of it this morning with a gamified tip jar at your local coffee shop. We’re not saying you should pick up a PS4 for the break room (although, to each their own). Gamification is about integrating our basic human instincts into the engine of what’s already driving your business. Here are a few ways you can incorporate sales gamification to boost sales right in your own office today.
We are naturally competitive people—and even more so, your sales force is made up of some of the most competitive folks out there. Ever find it easier to push through that last set at the gym when a friend’s watching? Ever stay a little later at work because that top performer hasn’t left either? Consider the concept of a leaderboard right at the center of your office. You can integrate stack rankings that your AEs are obsessively checking already, and post them for everyone to view in real time. Someone just close a deal and move up a few spots? Looks like there’s a new top achiever to beat.
Data isn’t always as sexy as Silicon Valley makes it out to be. In fact, we can often get bogged down rummaging through a clunky CRM trying to find clues to measure our sales performance. But when you’ve got a platform sorting the data for you, you can begin to engage with your sales people in a meaningful way. Our platform, for example, leverages virtual newsflash messages to send encouraging notes to sales and even display company-wide messaging. It’s a quick and easy way to take a lot of numbers and turn them into a real, human interaction. And that positive reinforcement, saying, “We’re proud of your progress,” goes a long way in driving your people to be their best.
And on top of that, wins are something worth celebrating company-wide. So when you’re able to display someone’s picture or name after a big win, it’s an even bigger boost to their confidence as they keep smashing goals.
Sales Growth expert Dave Lavinsky points out that one of the most important metrics you can track to boost your numbers is “total sales by time period.” So what better way to do that than displaying goals, records, and even tracking progress week by week and month to month? Not only does progress tracking make straightforward goal setting that much easier, but it helps your sales force to immediately stack up their performance against the best—and worst—quarters. And that can be the key to helping them stay on track to break record after record, every month.
You surely have a system for feedback in place already. But is it effectively driving your salespeople to perform better, or is it just making them anxious for their next bad review? As Inc. points out, when low-performing salespeople use gamification to see how they match up in their strengths and weaknesses, it inspires them to seek out coaching. Nobody wants to stay stuck in last place, and when you provide them a roadmap to find the problems in their performance, that can be a key difference-maker in turning around a bad performance. No matter which avenue you take, even one simple method of sales gamification can be the fuel-injector you’ve been looking for on the sales floor. Give one a shot this week, and tell us how it went in the comments below!
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