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Motivate and engage your team with gamification; utilizing challenges, leaderboards, and recognition to create a culture of winning. Sales is the backbone of your business. Your account executives are out on the front lines of your industry, acting as the ambassadors of your product—and every ounce of energy you’ve put into it. So when they win, you win. And that’s always worth celebrating. This is where gamification comes in.
Gamification by definition is using modern game mechanics to boost internal motivation to accomplish goals. Gamification is increasingly 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.
Most commonly used, gamification is used in sales teams to boost motivation, which in turn boosts performance to increase sales. Gamification is used to amplify the competitive spirit between reps and engage them in a play-to-win culture. This takes the concept of social games that people are accustomed to and brings its benefits to the workplace. Similar to how online games and social networks work, gamification takes the process of selling and creates a game of it across your team. How are these game mechanics used in the workplace? Gamification is implemented through a KPI dashboard or as most know it, a leaderboard. Sales goals are broken down into metrics to be tracked on a publicly displayed leaderboard. By making the data available company-wide, reps are motivated to reach higher ranks on the leaderboard, thus working harder to boost performance.
Public displays on the leaderboard definitely drive external motivation, but people often question the concept of how gamification can boost performance in the long run. As reps view their progress (most beneficial when viewed in real time), they notice which metrics they’re hitting best and which ones need a little more work. This provides insight into which steps in the sales prospecting funnel they’re lacking progress in and what steps are needed to take to hit their #1 goal — a closed deal. The concept of gamification is to take short-term habits and turn them into long-term behaviors. As reps start to notice more where in the sales funnel they’re lacking progress, they’re more likely to put more time into improving their metrics for these activities. The visuals of the leaderboard help you become more aware of which activities you had been lacking drive in and motivates you to work toward your goal. So, the answer is: Yes, gamification does work — but! The stickiness of gamification, however, does rely on tracking the right metrics to reach your goals and recognition for when you succeed. What’s a game without winning and seeing your name in lights, right?
With gamification, motivation in the workplace is fueled consistently by reps who are grasping for a competitive advantage over their colleagues and getting recognized for their wins. Very much like a video game, accomplishing a sales goal is like getting to the finish line. And when you get to that finish line, you look forward to seeing your name swing up on that leaderboard and fanfare sounding for your win. This type of instant recognition creates the stickiness for gamification and engages us in the game of sales. As each goal or quota gets hit, leaderboards fed onto digital displays in real time offers reps a chance in the limelight. Whereas in the past, reps would quietly go about their days whenever closing a big deal or hitting that personal record they’d been trying forever to crush.
Interested in bringing gamification to your own team? Try it free for 14-days and start celebrating like it’s everybody’s business.