Motivate and engage your team with gamification. Use leaderboards, challenges, and instant recognition to create a high-performance culture.
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.
What is Gamification?
Gamification, by definition, is the use of modern game mechanics to boost internal motivation in order 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.
Example of Gamification
Gamification is most commonly used in sales teams to boost reps’ motivation, which in turn boosts performance and increases sales revenue. 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 - to which we’re all accustomed - and brings its benefits to the workplace. Similar to how online games and social networks operate, gamification takes the process of selling and creates a game of it across your team. Suddenly, work is fun.
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 that are 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.
Does gamification work?
Publicly displayed leaderboards definitely drive external motivation, but people often question how gamification can boost performance in the long run. As reps view their progress 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 lagging in, and hopefully inspires them to take action so they can achieve their primary 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 take notice of where in the sales funnel they’re lagging, they’re more likely to put more time into improving their metrics for these activities. Actually seeing the leaderboards on TVs is crucial; otherwise, reps may not have the visibility they need to self-correct.
Recognition is arguably the most important piece of gamification, because it reinforces positive behaviors. Achieving a sales goal is like getting to the finish line at the end of a race. When you get to that finish line, you look forward to seeing your name and face splashed across the TV, acknowledging all the hard work you just put in. The positive, public recognition is addictive, and it engages us in the game of sales. Bottom line - engaged reps perform at a higher level than their other colleagues, and gamification is the key to engagement.