By Casmin Wisner
In sales, it’s easy to become unmotivated and burnt out.
Whether it’s due to a lack of focus, unclear goals or the wrong incentives — feelings of apathy and a lack of motivation hurt your team’s productivity, and ultimately its performance.
To combat this loss of motivation, companies increasingly use engagement techniques inspired by game design to better connect with their employees.
Adding such “gamification” elements to your current tools and practices is a great way to increase your sales team’s drive and performance. By gamifying your sales process, you can set better incentives for your team that will intrinsically motivate them to exceed their goals — and they will love doing it!
Gamification can be integrated easily and supports each sales rep in reaching their SMART goals.
So how do you implement that?
- Identify the steps in your sales process that are crucial to making your numbers, but don’t get enough attention from your reps.
- Build your gamification elements around those steps.
Your team’s competitive instinct will motivate them to correct their mistakes until the desired behaviors are adopted and applied automatically.
When used correctly, gamification increases your team’s engagement, motivation, and ultimately drives your sales success.
Why not restructure your old onboarding and management techniques by incorporating some of these tools?
1. Turn your Onboarding Process into a Video Game with MindTickle
MindTickle, a sales enablement platform, provides automated training and tailored learning for new and existing employees.
They’ve designed their onboarding solution like a board game to make it more engaging.
The platform leads its users around a map, providing them with information about their company and role. During the “game” employees answer quiz questions and enjoy a fun and easy-to-understand job training.
Data-driven insights allow the administration to tailor and update the program so it always tackles the most challenging tasks and increases learning success.
To build a successful team, everyone, from entry-level sales reps to VP of sales, needs to understand the company’s corporate messaging and vision. MindTickle helps companies maintain consistency and make sure all employees are on the same page.
HP, MongoDB, and Cloudera use MindTickle as their go-to engagement platform to increase employee motivation and sales.
The data software company Qualtrics uses MindTickle to format their training process for their 1,300+ employees and say that MindTickle works hard to consistently improve their product.
2. Incentivize Your Sales Reps to Get More Sales Meetings with Badger Maps
Badger Maps is an app that fulfills the the outside sales wish-list. From organizing your day’s schedule and map, optimizing and visualizing your route, to generating leads, Badger supports field sales reps in their core activities.
Badger’s ability to collect and manage data from the field makes it a great gamification tool for companies like cosmetics giant L’Oréal Australia, in particular their Professional Products Division (PPD).
At L’Oréal PPD Australia, field reps are trained as well as encouraged to use the app. Whenever the sales reps use Badger’s check-in feature throughout the workday, it counts toward various prizes such as movie tickets, dinner vouchers, and perfume.
“Using prizes and incentives are a great way to keep the team engaged with the app,” says Kellie Glenister, Director of Sales Operations. “It makes them comfortable with it and helps them incorporate it into their everyday schedules.”
The Badger Maps — L’Oréal example showcases how companies can use gamification to boost employee productivity and results.
3. Leverage LinkedIn to Boost Your Sales
LinkedIn allows users to connect with people across all kinds of industries, find work opportunities, research and communicate with leads, and follow thought leaders.
Even with an already successful online platform like LinkedIn, gamification has done wonders to increase user engagement.
A simple progress bar increased user profile completion by 20%, according to Reid Hoffman, LinkedIn co-founder and Executive Chairman.
With this tool inspired by game design, sales reps feel more motivated to finish their profile, which adds credibility to their LinkedIn presence, and allows them to better engage with qualified leads.
LinkedIn’s gamification features greatly increase the number of prospects that can be found online because more profiles are being completed and therefore searchable.
4. Increase Team Motivation with Hoopla’s Leaderboard
HooplaTV is the highlight feature of Hoopla’s gamification solutions.
Performance data can be broadcast throughout the office on a leaderboard, congratulating those who are closing the most sales and scheduling calls with potential buyers.
Hoopla’s gamification tool enhances team engagement and creates a healthy sense of competition between employees.
Management can customize sales targets for each team and people are encouraged to support each other and engage in friendly competition.
Barry Trailer, co-founder and Managing Partner of CSO Insights, believes that as the sales industry is evolving, people work more remotely and a new generation of workers is joining the employment market. Therefore, it’s important to think about how we coach young people to sell in a way that is consistent with the company’s vision.
Hoopla is helping companies with exactly that. They provide a customized solution to make sure everyone is working towards the same goal.
Hoopla helps steer focus to the right activities.
Employees who have a hard time staying focused on their goals can now look at the company leaderboard and get a clear picture of their achievements and milestones. Seeing their teammates crushing their quotas will give them additional motivation to reach and exceed their goals.
Gamifying your sales brings more fun to work and is a proven way to increase your team’s drive and performance, regardless of size or industry. Applicable to each individual stage of the sales process, gamification is the extra step you need to take to ensure a motivated, successful, and high-powered sales team.