Using Leaderboards to Increase Competition and Sales
A great leaderboard feeds competition and motivation to your sales team. It’s an easy way to help your sales team members increase productivity and sales, letting them have fun while meeting goals. Those working in sales tend to be naturally competitive, and gamification is an excellent way to encourage this quality. Researcher Brian Burke found that: “Gamification can be used to nudge salespeople to enter client information, assess the quality of sales leads, and follow-up after sales meetings. Following these steps leads to a more effective sales process, benefiting both the salesperson and the company.” With thoughtful planning and clear targets, leaderboards can take your sales team to the next level, reaching beyond quotas and improving performance.
Focus on Reinforcing Positive Behaviors
A good gamification system focuses on more than just the sexy stats, such as completed deals and sales. Most salespeople dismiss tedious tasks, such as following up on leads, filling out paperwork, and working on customer service skills. But the thing is , these tasks are just as important and are the ones that will take you that much closer to sealing the deal. The ideal system encourages proactive behaviors necessary for long-term successes. Reps who excel at completing the prospecting activities between deals are the ones who are closing the most deals. Once you start tracking reps for their activities, rather than solely basing leaderboards on deals closed, you can start to see more leads become opportunities. So, now, not only will reps who have the highest sales volumes get ranked at the top of the leaderboard, but those who are killing it on their prospecting activities can rise to the top. Incorporating these activities into the overall theme of the leaderboard means they are more likely to become a daily routine and not get overlooked.
Leaderboards are a great motivator and can improve morale throughout the company. Sales is a stressful job, known for its high burnout and turnover rates. A well-designed leaderboard provides daily reminders of past and current accomplishments. A breaking alert that announces when a deal is closed or even when someone’s met their quota for “Calls Made” can go a long way in keeping your sales team engaged and excited, especially during down periods. The key is to make the leaderboard as engaging as possible, so it acts as a constant positive reinforcement.
Customize Leaderboards to Fit Your Goals
Leaderboards are not one-size-fits-all items. In order to work effectively toward your team goals, leaderboards need to be tailored to suit your business. Whether you want to change its look, the KPIs it measures, or add other bells and whistles, it is important for the leaderboard to be reflective of the goals you want your reps to accomplish. Creating the ideal board can motivate better sales behaviors, leading to improvement in processes and lead to higher close rates.
The fun of leaderboards doesn’t have to stop at individual achievements. Expand the hoopla of leaderboards to celebrate team success. Display team progress to create exciting battles between the offices – perhaps an East vs West Coast type of thing. What’s more, you can create teams within your sales department if you got a large number of reps. Split your 100 reps into groups of 20, and you’ve got yourself a battle for “Game of Phones.” Whichever team makes the most calls by the end of the week gets crowned and a seat at the throne. Adding a team category is an excellent way to encourage collaboration and teamwork. Working together to meet a goal often boosts productivity and sales performance for everyone on the team. Lower performers who struggle to break into the top of the leaderboard on their own can do so as part of a group, allowing everyone to experience the benefits of gamification.
Leaderboards are an excellent way to keep abreast of what the sales team is doing whether you’re in sales or another department. With the visibility of leaderboards, management can instantly see who’s meeting goals and hitting quotas. Those in marketing or engineering can use leaderboards to stay up-to-date with sales progress, leading to better synergy across teams. A leaderboard can also encourage lower-performing reps to step up their game to rank higher.
Relate to Sport Events
There are plenty of opportunities to incorporate sport events into your gamification system. Why not bring the competition on the field to the sales floor? March Madness coming up? No problem — create team brackets with your reps and have a tournament. NFL Playoffs approaching? Create a playoff-style event with your team, and use the leaderboard to display results. A happy employee is a productive employee, and the more fun you can make the sales process, the better the sales performance will be.