Gamification sounds like a buzzword, something gimmicky to people not familiar with the term. At one point, gamification was exactly that–a gimmick. This term was used liberally to label many different things, most of them not related to actual gamification.
Over time gamification evolved. Today, we define it as the application of game-design elements, competitions, and leaderboards to motivate behavior.
In our case, we are trying to motivate sales behavior and inspire sales teams.
If you don’t believe gamification is for you, just take a look at some corporate giants such as PayPal, SAP, and many others already reaping the benefits of gamification. They all leveraged gamification theory and created legitimate business results, like boosting conversions up to 7x.
Gamification is easy to implement and benefits can be staggering when done right. If you’re still not sold on the idea of gamification, consider these benefits.
Many sales reps work remotely or independently.
They can feel left alone and devoid of collaborative company spirit. Some actually prefer it that way–only because they have never actually connected with their colleagues.
Gamified processes can change that by connecting sales professionals and encouraging collaboration. Running integrated competitions or sales contests helps sales reps feel more connected to their team. Being a lone wolf might seem great until you have a whole team composed of lone wolves.
While gamification promotes competition and recognizes top performers, it also builds a collaborative environment. Increased collaboration inevitably helps your sales reps to connect and share their knowledge. Your sales reps will have an open dialogue about best practices helping them rank high on the leaderboards. This process happens automatically, through everyday communication.
It doesn’t require a conscious effort on the behalf of your sales reps. It just happens.
Furthermore, gamification motivates low-level performers to seek help and coaching from higher-level performers or their peers.
This is a winning situation for everyone involved. Soon you will have sales reps who had never even met before start congratulating each other on their results.
Ultimately, gamification connects your sales reps and promotes their good behavior while it seeks to correct bad behaviors.
According to the Gallup’s State of the American Workplace reports 70% of people label themselves as disengaged or actively disengaged at work.
Everyone who has been longer than a day in sales knows firsthand how challenging a career it can be. Also, how incredibly rewarding it can be when everything is done right.
While your most recent success offers emotional and financial excitement, everyone knows how paralyzing bad days and dead ends can seem. This leads to a downward spiral of a further disengagement. If left unchecked, this leads to those situations where people just walk away from their job, never to return. According to OfficeVibe and their latest infographic, 89% of employers think their people leave for more money, but only 12% of employees actually leave for more money.
The best way to combat those feelings of disappointment (and let’s be honest, boredom too) is through gamification. Adding a healthy dose of competition through gamification will create a captivating work environment.
“Injecting fun into something that is generally seen as boring or task oriented not only can increase engagement but also drive innovation and productivity, which is something your company desperately needs,” says Jessica Miller-Merrel, workplace social media expert.
To be a successful salesperson, you must be competitive. Either you will win, or your competitor will. Luckily, salespeople are competitive by nature and they are always up for a good, friendly fight.
Gamification helps employers and sales managers to tap into the ambitious side of their employees. Most of the time, it’s not the prize that encourages salespeople to succeed–it’s the competition itself. An objective way to measure their success against their colleagues. An opportunity to see how they stack up against their peers.
Tracking sales reps’ activity in real-time and having a public leaderboard awakens sales teams’ competitive nature, kicking it into high gear. This gamified process publicly rewards top performers on your teams. It motivates those at the bottom to catch up and outperform their peers.
Prizes for winners should be of little importance or even symbolic. Ensure that the salesperson efforts are intrinsic and not driven by the expected outcome.
Incentives are valued more when they are “won.” If your employees work hard to win the prize and get recognition, they will value it even more. Make sure you have tiered and related rewards. If only 2-3 members of your team win the prize, it will ruin the competition for other employees. They will ultimately lose interest in the whole process.
Sometimes, sales reps just don’t feel comfortable approaching their superiors and asking for advice. It’s normal. Sometimes they are just shy or they don’t want to bother them. This doesn’t mean they won’t ask for help somewhere else. With gamification, it’s more than likely they will ask their peers for advice.
This stems from a collaborative element of gamification. It creates an opportunity for increased employee dialogue about best practices, overcoming challenges, and other similar problems. Many low-level performers, after they see where they rank on the leaderboard, will approach their top-performing peers, asking for an input. After all, leaderboard ranking is based on objective data. Gamification doesn’t discourage sales reps; it actually inspires!
Let’s talk about an example.
Low-performing salesperson hesitates to take a new product to the market. And why shouldn’t they be – it’s a new product, they are underperforming on the old products, and they are nervous about pitching. After one glimpse at the leaderboard, they’ll see their colleague successfully selling the product. When they see that this new product can be sold, it’s likely they will approach this top performer and ask for tips and tricks to help them out. This helps them get comfortable with the task at hand, thus increasing their performance in the long run.
Sales might seem like an individual effort, but we all know it’s a team sport. Sales teams must work together and communicate daily to reach their goals. Yet, for some strange reason, communication gets dropped every day.
Today, thanks to the modern technology, we can stay in touch at every moment. But old problems with communication still follow us to this modern day and time. The problem is not the technology, it’s the people that are using it.
One of the many benefits of gamification is a consistent communication between all participants. Using gamification process, your teams will use chat groups, team updates, and alerts to increase their communication.
We all know how hard is it to make sales teams to record all their data and information. Imagine a workplace where employees regularly update their progress, cooperate to solve problems, record their knowledge, monitor data, and encourage each other. Gamification makes this dream a reality.
Sales teams will cooperate to increase their ranking on the leaderboard and they will record every little thing that will help them increase their score.
There is a huge untapped potential in this area and with gamification of this process, the benefits should be obvious.
We hear this story all the time – it’s really difficult for sales managers to get their reps to use the CRM correctly. And they’re right, it’s a constant struggle.
It’s common to find reps making their own notes, writing them down outside the team’s CRM. When confronted, your reps will give you a lot of excuses, from “can’t be bothered” to that simple “I’ll do it later” (no, they will not).
Gamification is the perfect solution to this problem. One of the numerous advantages of gamification is its direct integration with your CRM. How, you might ask.
It’s quite simple. If your reps are not using CRM, they will not be able to cooperate with their teammates. Better yet – they will not be able to compete against them. Without updating their CRM data they will lose their bragging rights. And we all know how competitive salespersons can be.
By adding that competitive edge to your reps’ sales numbers, you will be giving them an extra incentive to keep everyone updated on their CRM data.
With gamification, those private notes will become a thing of the past and that “I’ll do it later” will become “I already did it.”
Games are fun – that’s why we play them. Some play them because they find the thrill in winning, some appreciate the competition itself, and some want the ultimate bragging rights.
Salespersons are ambitious people, competitive by nature and gamification plays into that perfectly. Small competitions are perfect for sales reps – especially if you encourage some friendly banter. A little trash-talking in a competitive environment will drive reps even further and make them work harder on their goals.
Displaying real-time standings promotes recognition, as well as that colleague banter that we all love and enjoy. Nothing motivates more that watching yourself rise – or colleague fall – in those leaderboard rankings. With public leaderboards, you will provide an excellent way for reps to keep competition on top of their mind.
Many of us enjoy fantasy sports – they give us more opportunities to win. Gamification does the same thing, an opportunity to make mundane days more exciting and an opportunity to win against peers. At the end of the day, you might hear John giving a hearty promise to everyone that he’ll win tomorrow because Lucy only won today thanks to a single point.
The key to sales gamification is simple. Understand why, when, and how to apply it so your sales teams are engaged in a meaningful experience. After you define clear business objectives and align your team sales activity with these goals, you will be more than ready for gamification. It’s a simple act of measuring performances and sharing that information with everyone included in the process.
In the end, your sales teams will bring in additional revenue without sacrificing sales success or disrupting their workflow.
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I work as a Project Lead at EI Design where I develop the visual design for client projects. My focus is to provide end products as per the client’s design and requirement. This puts me in a position where I need to understand core client requirements. I achieve this by communicating efficiently across the different domains that are involved in the project. As a Visual Designer, my focus is to develop eye-catching products that not only capture the imagination of end-users but also enhance their learning capabilities through our innovative technologies.
I begin my day by looking at the immediate tasks and deliverables at hand. My supervising manager overlooks the tasks for the day and assigns them according to individual competencies. I go through emails and prioritize my tasks accordingly. It helps me plan and execute my activities way ahead of delivery deadlines.
We can always be the best in anything we do, provided we are ready to work hard for it.
“The sheer magnitude of the domain and the impact it creates on the learning landscape is impetus enough to innovate and accelerate every day.”
My role at EI Design requires me to don multifaceted capabilities, starting from consulting with clients on Instructional Design requirements, strategizing learning approaches and handling presales opportunities as a Solution Architect, managing a domain with diverse skillsets, to innovating and exploring new learning design trends.
Through my journey at EI Design, I have learned to appreciate the value of Learning Innovation, Customer Relationship Management, and the power of Instructional Design in ensuring the required Behavioral Change mandates per end stakeholders. The sheer magnitude of the domain and the impact it creates on the learning landscape is impetus enough to innovate and accelerate every day.
I like to start early and plan my Urgent-Important matrix to begin. The whole day is an artful juggle between a Domain Head and a Solution Architect, with periodic connects with teams and customers. A perfect wrap-up would entail ticking off items in the matrix with tangible outcomes or action plans. Innovation and thought leadership are a constant underlying message in everything I do.
Traveling, social gatherings, music sessions, and uninhibited discussions help rejuvenate and replenish my energy to keep going the extra miles!
The Possibilities are endless if you have the will and determination to seek more, learn more, and achieve more.
“A good workplace tests your ability to be the best, and EI Design has definitely influenced me in that endeavor.”
As a part of the Design Strategy Team, I communicate with internal and external stakeholders on the strategy for design and the visual experience aspects. I also contribute to presales stages in creating design strategies and mock-ups that make our products stand out among the rest.
I constantly contribute to Learning and Development at the organizational level (specific trainings on design trends, best practices, knowledge sharing, and so on.) In addition, I guide and ensure that designers follow design briefs, guidelines, and prototypes in various stages of product development.
I receive my work at the beginning of the week and so I begin my day reviewing the previous week’s progress and then move on to the tasks allotted to me for the next week. On other days, I just go about my tasks according to the priorities assigned to them.
Apart from this, I coordinate with the Visual Design Team to assist with issues such as design variance, alterations, and clarifications. Most of my day is either spent in brainstorming fresh ideas for new projects or helping other domains carry out the functional aspects of our design strategies.
Always stay committed to work no matter what and aim for the stars.
I work with the Quality Assurance Team at EI Design, co-ordinating with multiple domains (ID, VA, Tech, and VD) to deliver exceptional product experiences for learners. It is my duty to ensure that the developers are equipped with accurate information in order to fix/uplift the product experience. I also bridge the gap between developers/testers and the client to provide clarity on the feedback received from client. In conclusion, I can say that I drive the quality of work generated across domains and monitor the performance of domains, teams, and individuals using Quality Measurement Analysis reports.
My day begins with organizing the activities for the day, checking emails for client responses, and allocating task to my team, depending on the ongoing projects on floor and the deliverables planned. Apart from this, on a regular day, I would receive client calls, conduct meetings, and communicate project requirements with my team and other domains that require my help. At the end of the day, I conduct status checks across all ongoing projects reviewed on the day and assess their progress. This helps me to ensure a high standard in the quality of work generated across all the products at EI Design.
Don’t Be the Smartest One in the Room
“Oftentimes, leaders feel that they need to be the “smartest guy or gal” in the room, and that couldn’t be further from the truth. Good leaders are the smartest one in the room, great leaders surround themselves with smarter people that will challenge ideas, bring new perspectives to the table and drive innovation.”
– – Jacob Hanson, PR with Panache!
As a Senior Business Development Manager at EI Design, my main role is business mining, building new opportunities for our business.
I drive revenue for the business and build relationships with clients to expand our business. I help clients solve monotonous training challenges through engaging approaches and ensure smooth transaction throughout the project lifecycle. I am responsible for generating the customer satisfaction survey for EI Design, where I gather feedback from end-users and convey it to the client. I mentor new employees that join the business development domain and ensure that they are aligned to the business needs along with process training.
During my close to 2 years tenure at EI Design, I have helped achieve the committed revenue for the business and retained various clients. With the constant support of my team, I continue to ensure that our clients’ journey through the entire project lifecycle is hassle-free.
Reaching out to clients and presenting the best eLearning solutions is the core of my everyday life at EI Design. I ensure that all customer satisfaction surveys are delivered to clients while also continuing to work on building new business for EI Design. On a monotonous day at office, I ensure to build energy within the team and keep them motivated.
Work till you need no introduction.
I joined EI Design as a Quality Analyst and worked my way up to become an Associate Project Manager. I now help my team plan their daily tasks and provide the necessary guidance to meet project deadlines accordingly.
My role at EI Design involves the delivery of quality products to all our clients and address their concerns and queries through multiple stages of the project life cycle.
A majority of my work deals with managing various project requirements from numerous clients from across the globe. A regular day for me is getting involved in various meetings with team members, and attending client calls. I always ensure that I have a positive approach toward the projects that I handle. The environment around me is reciprocative and the support helps me overcome any obstacles within the project. Even so, it is important that I take crucial decisions at critical moments and ease the pressure off my team and maintain a smooth process flow. Apart from this, we normally take breaks to refresh ourselves and find ways to keep each other motivated.
Every time you come across a challenge you need to face it than avoid it. It will help you grow professionally as well as personally.
As the Project Lead at EI Design, my role involves supporting my team in delivering quality products and managing iterations. I am also responsible for coordinating multiple projects with clients across the globe. I am perpetually involved in supervising and guiding my team through the numerous tasks that come our way. It is my duty to ensure smooth functioning of daily processes and drive my team to deliver quality, while maintaining consistency.
My day at EI Design begins with a stand-up meeting where I assess my team’s workload, create a list of deliverables, and distribute tasks to team members accordingly.
It is my top priority to make sure that the team’s dependencies are taken care of and that there are no obstacles in project deliverables throughout the day.
Even so, there are times when I too would not be able to resolve an issue. But the speed and enthusiasm with which my team responds to escalations is a quality that I admire.
We normally get into discussions to check the difficulties faced by each member and find solutions to avoid them in future.
If you want to grow you must be ready to learn from anyone, anywhere, anytime.
I never knew my journey at EI design would be so rewarding and fulfilling. I have never felt the curiosity and enthusiasm drop over the time I’ve spent at EI Design, mainly due to the amazing work culture that we support. My seniors at EI design have always provided me the support and guidance I needed to grow as a professional. Not only have I been surrounded by brilliant professionals – people that I can look up to and take inspiration from – but there have been so many opportunities for me to develop and progress.
I work with EI Design as a Technology Manager and provide innovative technology solutions for our projects. I am also part of the Innovation and Solution Architecting Team, where we explore new tools and technologies in the market and come up with strategies to integrate them into our projects. As part of the Solution Architecting Team, I am constantly involved in providing futuristic solutions to clients. We, at EI Design, believe in pushing the boundaries of learning by making it creative and fun.
I start my day with early morning workouts to make sure that I am physically active and carry the same energy throughout the day. Most of my days begin with meetings to ensure that we are on track with ongoing projects. I detail the information provided in these meeting to concerned team members and keep project deliverables on track.
I admire punctuality and respect my time at work. I ensure that my tasks are done on time, every time, so that other dependencies associated to me do not get affected. This helps me to maintain my work-life balance.
“Stepping out of your comfort zone and trying new things is the best way to grow”.