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Traditional methods of motivating sales people won't be as effective in 2014. Gamification is real, it's powerful and it's here to stay. Learn how you can take your sales results to the next level by using gamification, leaderboards and sales competitions!
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Build sales heroes.
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Agenda
1. Why traditional methods of sales motivation will be less effective in 2014
2. Why competition and gamification are truly powerful motivators
3. How to get started with sales competitions
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‘Sales Gamification’ is truly powerful and is here to stay in
2014!
‘Traditional’ Sales Motivation
1. Based 100% on cash, commissions and bonuses.
2. Assumes sales reps are only financially motivated.
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BUT…
Extensive research has shown that cash is not the #1 driver of sales performance.
SOURCES: http://theirf.org/research/content/6085642/rewards-and-recognition-as-a-vital-compensation-component/ http://work.com/blog/2013/04/what-motivates-sales-people-survey-results-from-the-tas-group/
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SOURCES: http://work.com/infographics/how_to_motivate_sales_people
In addition…
1. 39% of sales reps don’t feel appreciated at work.
2. 50% fewer sales people are money-motivated compared with 5 years ago.
3. These methods often don’t engage the “middle performers”.
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So what?
1. 63% of “what motivates sales people” is non-cash based.
2. Recognition and a desire to win combined are more powerful than cash-incentives.
3. BUT…. 99% of sales motivation is focused on cash-based incentives.
—> THIS IS A PROBLEM!!!
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What is ‘Sales Gamification anyway?’
• In short, sales gamification is the use of “game mechanics” in order to boost results on the sales floor.
• The most common tools used to drive gamification are sales competitions, badge systems and leaderboards.
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Why does Gamification work in sales?
1. Real Time Feedback
2. Transparent and Clear Goals
3. Your A-grade and B-grade reps
4. Recognition & Mastery
Gamification drives:
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Real Time Feedback
• By using leaderboards and gamification software - reps can be positively reinforced (with points, badges etc) for their behaviours in real time - which drives increased activity levels.
• Conversely, when reps don’t perform, real time feedback helps to correct undesirable behaviours.
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Transparent Goals
• Leaderboards, sales competitions and gamification are really good at building in transparent and clear paths towards achieving goals.
• Instead of dull and boring quotas, reps can “visualise” the path to success, through activities and outperforming their peers.
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Recognise superstars and middle performers
• Sales competitions generally favour the top sales reps in an organisation and many organisations suffer because of it.
• If the same reps win time and time again, middle performers won’t be motivated to perform.
• Instead, gamification and sales competitions can be used to motivate the “middle 60%” - which can truly move the needle.
• An example: Inside an organisation, there are a handful of reps that could win a “cash-based competition” - but any rep could win a “most meetings booked” competition.
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Recognition & Mastery
• By rewarding performance and recognising those who are performing well - competition and ramification can foster personal development and a desire to “master the craft” amongst your reps.
• Everyone wants to feel like they’re appreciated at work - and diverse competition and points-driven gamification can help to achieve that across an organisation.
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Sales Gamification Summary
1. Cash is not always the best way to drive rep performance.
2. Reps are often driven by intrinsic motivators such as personal development and a desire to outperform others.
3. Try using competition today to drive motivation, energy and results on your sales floor!
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Getting Started with Sales Gamification
• If you’re looking for an easy way to get started with sales competitions, try Sparta at www.spartasales.com .
• If you’re running on Salesforce - there are plenty of vendors currently available on the App Exchange.
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