How to Hold a Sales Team Accountable 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:
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
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.
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Serial entrepreneur who loves a deep dive into technology and applying it to solve business problems. Matt recognized that gamification of business activity processes would lead to greater staff engagement, increase productivity and motivate the team to do more, so that businesses sell more and grow more.