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Sales Gamification

Sales Gamification is a technique that leverages game elements and game thinking in a business context to increase sales engagement, improve sales performance, build stronger relationships, and motivate salespeople to close more deals in a given timeframe.

Sales gamification works the same way as video games, and it doesn't require the user to have any genuine interest in an actual game but instead focuses on making people play them.

Simply put, sales gamification is an approach to instill motivation and drive engagement in salespeople to boost their performance. It works by leveraging game design elements in nongame contexts for increasing quota achievement.

What is sales gamification?

Sales gamification is a process of applying game mechanics to the sales process. The goal is to increase sales teams' effectiveness and improve how they work.

Companies leverage gamification to help improve their sales performance by creating a more competitive environment for employees. This way, they can increase their revenue while simultaneously improving customer experience.

There are two main types of sales gamification: extrinsic and intrinsic motivation. Extrinsic motivation refers to external rewards such as money or prizes while intrinsic motivation refers to internal satisfaction or pleasure derived from completing tasks or playing games.

What are the elements of gamification in sales?

The main elements of gamification in sales include:

  • Achievements: These are trophies, points, or rewards that are earned as your team achieves certain milestones in the sales process. When they accomplish an achievement, it is displayed on their profile for others to see and celebrate with you.
  • Points/Levels: Points and levels are two ways we keep track of our progress while playing games. They help keep the teams motivated because they allow them to see how they fare against each other.
  • Badges: A badge is an award given to someone who has completed a task. For example, if you meet all of your weekly goals, you may earn a "Weekly Goals Accomplished" or "Weekly Sales Accomplished" badge. This badge will appear on your profile page so that others can see how well you have done throughout the week.
  • Challenges: A challenge could be a contest or competition where people compete against each other by achieving different goals within a set time frame. For example, a challenge might be to sell $1 million worth of products over three months on Amazon. The winner would receive a prize like a new car or a trip to a foreign country.
  • Levels or progression systems: These are titles, ranks, or levels used for rewarding users for completing tasks or achieving milestones (e.g., "level 2," "level 3").

What does gamification of the sales process mean?

Gamification of the sales process means adding some exciting and fun elements to your existing process to encourage your teams to be motivated and perform better in achieving their targets. 

Gamification is the use of game mechanics and game design techniques to engage users in an experience. It can be implemented in any situation where user engagement is required, especially when a goal needs to be reached, or a new behavior needs to be learned.

What are the Benefits of Gamification of Sales?

Gamification can help you improve sales productivity by creating a fun environment where your reps can learn new skills while developing their confidence in selling your products or services. The result is not just better sales performance and savings on cost but a lot more.

Here are some of the benefits of sales gamification:

  • Increased motivation: Gamification helps boost motivation by making it fun and engaging for your employees. It also gives them something to work towards — something they can strive for and achieve if they put in the effort.
  • Improved collaboration among team members: A gamified sales environment enables employees at all levels of an organization to interact with each other more frequently, which encourages collaboration and teamwork among all members of your team.
  • Better engagement: Gamification lets your team showcase their achievements in creative ways — through badges or achievements that they can earn as they progress towards their targets.
  • Healthy competition: Gamification allows you to create competition among your employees, encouraging them to work harder and smarter than their peers.

How to Use Gamification to Improve Sales Performance?

Gamification can be used in many different areas of sales—from incentivizing existing reps to improve their performance and hiring new ones. 

Here are some effective ways to gamify sales activities to improve the performance of your sales reps:

  • Start with the right mindset: Gamification is about creating an environment where people want to play and compete with each other for rewards. This means that when you start using gamification in your sales department, you need to ensure that everyone has the right mindset before implementing any solutions.
  • Create goals for each rep: Every rep should have specific goals they need to achieve to succeed at their jobs. Setting these goals will help them know what they need to focus on every day to improve their skills and improve over time. These goals should be set by top management.
  • Use points and leaderboards: These motivate your sales team and reach certain milestones or achieve specific goals. Show their progress on a leaderboard and encourage other team members to help them achieve their targets by rewarding them with points or special badges when they close deals.
  • Use badges and achievements: Create different badges that represent different levels of achievement (e.g., bronze, silver, gold), each requiring specific criteria to be met before it can be achieved.
  • Offer incentives: When you offer incentives for performing well on specific tasks or achieving certain goals, it becomes even more vital for them to do well because there's something in it if they do well enough and accomplish those goals. 
  • Create a competitive environment: Set simple rules and goals, such as hitting specific targets by certain dates or achieving a 100% conversion rate on landing page visits. Track everyone's progress publicly, so they know exactly where they stand compared with their peers at any given time.

 What are the Effective Ways to Use Gamification in the Retail Industry?

Gamification helps retailers to improve customer loyalty and retention by incentivizing customers to engage with the company's brand. The idea behind gamification is to create an experience that motivates people to achieve a specific goal or desired outcome by using points, badges, or other rewards similar to those found in video games. 

Here are some effective ways to use gamification in retail:

  • Reward loyal customers: Reward customers for doing what they're already doing — shopping at your store! This can be done through points systems or badges that can be redeemed for discounts or coupons. A great example is Starbucks' My Starbucks Rewards program, where members earn stars for every purchase and redeem them for free drinks and food items.
  • Encourage return visits: Make returning easier by rewarding customers with store credit when they come back within a specific time after their last visit. 
  • Badge system: A badge system allows shoppers to earn points by completing tasks they enjoy doing on your site. For example, if shoppers like reading product reviews, you could offer them badges for leaving reviews on several products within a specific time frame.
  • Increase customer engagement: Gamification is a fun way to keep the customers engaged with your brand, products, and services. It also motivates them to purchase more products from your store.
  • Promote brand awareness: Create loyalty programs where customers can earn points for each purchase made at your store. These points can then be redeemed against future purchases, increasing brand awareness among potential customers who are not yet familiar with your brand name but might be interested in it after seeing the rewards earned from shopping there regularly!

How to improve your sales incentive programs with gamification?

Here are some ways you can use gamification to improve your sales incentive program:

  • Gamify the entire program: There's no point in using gamification in just one aspect of the program — unless that aspect is the only thing people care about (for example if it's all about earning points that can be redeemed for gift cards).
  • Establish clear rules for achieving rewards: The rules should be easy for people to understand and follow. Rewards should also be clearly defined so everyone knows what's expected of them at each level or milestone achieved during the program.
  • Maintain transparency: Provide greater visibility and transparency into activity levels. Employees who participate in game-based reward systems can see how their performance relates to their peers, which gives them a better understanding of their daily activities. Games also make this information visible to management and other employees to create a sense of fairness across teams and departments within an organization.
  • Reward teamwork: While some people are naturally competitive, others prefer working collaboratively. If you have both types in your sales team, try rewarding teamwork over individual accomplishments for bigger prizes or bonuses at the end of each quarter or year.
  • Make it fun: Adding gamification techniques helps break the monotony of regular workdays and will keep people engaged while improving their performance.

Employee pulse surveys:

These are short surveys that can be sent frequently to check what your employees think about an issue quickly. The survey comprises fewer questions (not more than 10) to get the information quickly. These can be administered at regular intervals (monthly/weekly/quarterly).

One-on-one meetings:

Having periodic, hour-long meetings for an informal chat with every team member is an excellent way to get a true sense of what’s happening with them. Since it is a safe and private conversation, it helps you get better details about an issue.

eNPS:

eNPS (employee Net Promoter score) is one of the simplest yet effective ways to assess your employee's opinion of your company. It includes one intriguing question that gauges loyalty. An example of eNPS questions include: How likely are you to recommend our company to others? Employees respond to the eNPS survey on a scale of 1-10, where 10 denotes they are ‘highly likely’ to recommend the company and 1 signifies they are ‘highly unlikely’ to recommend it.

Based on the responses, employees can be placed in three different categories:

  • Promoters
    Employees who have responded positively or agreed.
  • Detractors
    Employees who have reacted negatively or disagreed.
  • Passives
    Employees who have stayed neutral with their responses.

What is a sales gamification software?

Sales gamification software is a tool or platform that helps businesses gamify their sales processes by adding competition into the mix and rewarding team members for their sales efforts.

It is a unique way to motivate, educate and engage your sales team through challenges, goals, and rewards. It enables a business to create healthy and friendly competition within the team throughout the year by constantly encouraging their new achievements.