By Josh Slone
What is Gamification? A Primer on Sales Gamification
We’ve all played video games (some a lot more than others). But it’s less known that companies are using a strategy (involving gaming) to improve customer retention, lower the sales cycle, and improve team performance. It’s called gamification. And some may immediately ask, “What is gamification?”
Fair enough question.
In the simplest terms, it’s a way to boost the engagement level of certain activities. A different kind of motivation to strive for goals. Your next question (whether you’ve heard the term or not) is likely “Why is this on a sales blog?”
Fair enough, yet again.
Have you done anything to make your sales team compete with one another? Set group goals, or motivate in any way that is more positive than negative? If so, you’ve used a form of gamification already.
This post is to help you determine:
- What gamification is exactly.
- 5 Steps to Successfully Implement Gamification into the Sales Process.
- 7 Different Ways/Ideas of What to Track.
Let’s get into it.
What is Gamification (exactly)?
Gamification: The application of typical elements of game playing (e.g. point scoring, competition with others, rules of play) to other areas of activity, typically as an online marketing technique to encourage engagement with a product or service. (source)
Primarily our term in question is used in the software world. If a developer can get users to perform a certain function a certain number of times, or use the product in a certain way, it increases the likelihood of that individual becoming a long-term user.
- If an Android/iPhone game can get a user to play 10 levels on your first go, that user is X% more likely to make an “in-app purchase”.
- An invoicing SaaS can increase the lifetime value of a user if they create X invoices in the their first month.
But it’s not just for Silicon Valley.
Marketing and sales teams can use certain elements of gamification to motivate leads within the funnel and the team selling those leads. This post will focus on how to motivate your reps.
If you’ve ever played role-playing video games, you understand that mini-games help you break up the content and keep you motivated to move onto the next phase of the game. Essentially, this is what you’re doing when you install little indicators and mini-games into your sales process.
5 Necessary Steps to Implement Sales Gamification
Thinking of the price is right. It’s a show of games, but when one is in progress — everyone is focused on three things.
- The prize
- The goal
- The rules
Once the game starts everyone is trying to figure out the price of the gizmo, or the path of the plinko because they know these three things. If you want the team to gather around your gamification program, they’ll need all three of these.
Number One: The Prize (Choose Your Reward)
Don’t panic. This doesn’t mean you have to start buying expensive swag and vacations for your team. And gamification is not about coddling your poor performing reps into better performance.
It’s about raising the bar and sometimes that takes a Go to the full article.
Source:: Business 2 Community