How to Improve Sales Team Accountability with Gamification
December 26, 2019
We are going to tackle How to Improve Sales Team Accountability with Gamification. Laissez-faire is a good approach unless you want actual sales results.
It’s in human nature to slack off if we’re not being held accountable. And if anyone can fall prey to social loafing, then so can your sales representatives.
Fortunately, there’s a pretty effective (and fun) way to hold your sales team accountable: gamification.
It’s time to exceed that quota!
How Can Gamification Help You with Sales Accountability?
It’s hard for your sales reps to feel accountable if you don’t have a way of measuring their results.
The phenomenon is called social loafing – if individual contributors to the team don’t feel like their contributions are moving the needle, they’re less likely to contribute, instead opting to sit back and get by with the bare minimum.
You can see social loafing in sales teams all the time.
It’s top performers that we praise, leaving everyone else to feel either inadequate or simply unmotivated.
In the end, teams have a hard time meeting quotas, and lack of motivation is to blame.
Fortunately, gamification is an easy and fun way to motivate your reps.
When you turn the process of completing routine tasks into a fun game, you can bet every rep is going to be more invested. And when you add on metrics trackable through sales dashboards, responsibilities will be clear.
You’ll successfully make your sales team accountable.
There are a few ways of doing it with gamification:
Hold Your Sales Team Accountable by Clarifying Goals and Using KPIs
The first step towards holding your sales team accountable is making sure everyone’s on the same page regarding goals.
Use the SMART goal-setting method to make sure your goals aren’t vague. Your goals should be:
If you use Spinify to gamify this process, you can frame every goal as a competition:
- Set a competition in your Spinify dashboard (e.g. Meeting the quota, or making 500 sales calls)
- Set micro-goals for each team member (e.g. Joe should make 50 sales calls within a month, Ann should follow-up with 25 prospects within a month)
- Optional: integrate Spinify with your CRM
- Enable real-time leaderboards
- Ready, set, go!
Gamify Routine Tasks with Points
We really can’t overstate the importance of motivation when it comes to holding your sales team accountable.
Your reps usually struggle ith performing routine tasks, all the tasks that move the needle towards completing the big goal (e.g. closing a deal).
If you gamify your routine tasks with Spinify, you can:
- Track and reward your reps for completing routine tasks
- Increase visibility
- Encourage your reps to keep going
In Spinify, this is usually done through our points-tracking system.
Every rep gets points for tasks they complete.
For example, if Joe follows up with a prospect, he’ll get a point. The more he follows up, the more points will he get.
Ultimately, he’ll be able to exchange those points for a reward, or simply take pleasure in watching his avatar skyrocket to the very top of the leaderboard.
On the performance side, you’ll understand every rep’s actual performance.
When you’re tracking big metrics like closed deals, you don’t see how much work everyone is putting in.
However, when you’re giving out points for completing tasks that lead to achieving the goal, you can see which reps need help.
You can also see which reps need more motivation.
Coaching: the Route to Perfection
No two sales reps are the same.
You’ve probably noticed it on your team. Some of your reps are top performers. Somehow, they always manage to close the deal lightning fast.
However, there are others.
They put in a lot more work. And even if they aren’t the first to close the deal, their customers might have a higher lifetime value.
It’s very hard to see this, and hold everyone accountable according to their own standards (and you have to do this – it’s the best way to make sure you’re getting the max from everyone) without a system.
With Spinify, you’ll be able to understand your team members’ performance, and you’ll know exactly what you need to do to help them stay on track.
If you notice a few distinct work styles on your team, you can even set them in particular groups, and have them compete against themselves, instead of against other team members.
Hold Your Sales Team Accountable by Clarifying Consequences and Rewards
Every goal or target that you’ve set at the beginning of the year should have clear consequences and rewards.
Now, consequences are usually pretty clear.
It’s the rewards that we forget about.
And guess what? Gamification can help with that, too!
When you set up your Spinify sales dashboard, you’ll also be able to set up your reward store:
- Choose your rewards
- Set point thresholds
- Have your reps redeem points for rewards
- Approve redemptions
You can customize everything, so there’s something for everyone.
Some reps may want to get tickets to an event, others might want to redeem their points for a few hours off work.
It’s a great way to reward your employees on auto-pilot!
They’re motivated, and you can relax, knowing that you’re holding them accountable and meeting the targets.
Finally, your Spinify gamification dashboard doesn’t just live in your reps’ computers.
If you set up Spinify leaderboards and contests, you can stream them on office TVs.
Whenever a rep reaches a milestone or overtakes another, you can queue up their favorite song, or stage an impromptu celebration.
After all, holding your team accountable is easy.
But Spinify can help you get your sales team addicted to progress.
Put those insights into practice.
Set your team up for success by improving their performance through gamification.
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