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Most salespeople are competitive by nature, so it’s only natural to use friendly competitive games to motivate sales teams. In fact, sales competitions have always been used as a motivator. The difference today is that technology is making that process even easier, and now – it’s called gamification.
Similar to every other business process, gamification works best when it’s done effectively. Here are the secrets you need to know to make gamification a useful tool.
Take time to analyze your business goals and turn them into effective key performance indicators (KPIs). Then, break down the KPIs into discrete objectives that are required to achieve excellence in each one.
Beware of unintended consequences. Rewarding the wrong actions can have far-reaching negative results. For example, it may seem reasonable to reward an increase in the number of sales orders. However, what if offering discounts is a standard in your industry, and the sales team starts offering large discounts to close more sales? It would be more effective to reward an increase in sales orders that meet certain criteria such as no more than a 10 percent discount.
If your sales cycle takes some time, don’t wait until the deal is closed before offering a reward (get creative). Keep motivation strong by identifying steps that lead up to that closed deal and offer rewards for progress. Using another example, your sales team may need to make many contacts before converting a lead into a customer. Find ways to reward the number of phone calls placed, emails sent or meetings held that lead up to a conversion.
This is where technology comes in. You can promote successes by broadcasting progress on large monitors throughout your office. Motivation software like Hoopla lets you display leaderboards that recognize outstanding performance. There’s no longer a need to wait for month-end reports, since you can reward progress toward a goal as it happens.
Monetary rewards are always welcome, but there are lots of ways to provide recognition and motivation that don’t cost anything. With motivation software, you can ring a digital sales bell for closing a deal or display celebratory messages for meeting interim goals.
In addition, by integrating your CRM with your motivation software, employees can personalize their own rewards. For example, you can integrate Salesforce with Hoopla. Then, an employee can enter a new deal into Salesforce, which will trigger an invitation to personalize a newsflash.
The employee can upload an image (perhaps a selfie or a customer logo) or a note thanking others in the company who contributed to the win. That personalized newsflash will immediately display on monitors around the office, allowing others to share the news.
It’s important to avoid establishing unending competitions that wear out your sales team along with the rest of the staff. Keep open communications with employees in order to find out what motivates them and when they feel as if they’ve really accomplished something that is worthy of recognition.
Continually evaluate and update your reward systems to ensure that you’re providing the type of friendly competitions that are meaningful within your organization and that keep your employees engaged. In addition, incorporate the gamification results in your normal employee recognition process, such as monthly or annual sales meetings.
Overall, keep focused on the fact that gamification isn’t really a game; the goal is to increase sales. When you establish an effective gamification program, and include it in your company’s normal business operations, you’ll help your sales team meet and exceed their goals, with a resulting increase in sales.