Motivating Sales Teams without Money: Dashboards & Games
August 28, 2019
Dashboards and games are an equally great way of motivating sales teams and in this post, we’re going to show you everything you need to know.
Money makes the world go ‘round, but it’s not the be-all-end-all for employee motivation.
When you use bonuses and money to motivate your sales teams, you’re managing to motivate them in the short term.
However, money as a means of motivation is not sustainable in the long run.
Sooner or later, your sales reps will lose the incentive to exceed their quotas, and you’ll be faced with people who are swiftly moving on to different jobs.
Now, you don’t want that to happen to your sales teams. And fortunately, it doesn’t have to.
Let’s take a look!
Everyone Loves Games, and so do Your Reps
In 2018, the video game industry was valued at $135 billion. Everyone and their mothers play, after all.
Gaming is a great way to pass the time, but more importantly: it’s a great way to feel like you’ve achieved something.
Here’s what happens when we play video games:
- We’re keeping ourselves entertained
- We’re engaging with the games because there’s a goal we have to reach
- When we reach that goal, we are rewarded for it
- We can collect achievements
- We can brag about our achievements on leaderboards
- We can win
In short: we have a goal we need to reach, and when we reach it, we’re rewarded for it – both extrinsically and intrinsically. We’re not just competing with everyone else – we’re also competing with ourselves and the benchmarks we’ve set.
Now, these elements that make games so entertaining to use can be used in other areas of our lives.
In fact, plenty of software vendors (including Salesforce) have started integrating elements of gamification into their tools to motivate and engage users.
Motivating Sales Teams with Gamification
Sales representatives naturally thrive when in competitive environments. Sales is a dynamic field that practically requires reps to have the drive to win.
This is why sales dashboards like Spinify don’t just let you track the performance of your teams, but actively motivate them.
Spinify’s gamified sales dashboard lets you reward your sales reps with points for every achievement.
For example, if Mary made five sales in one day, her win will automatically be celebrated and she’ll be given points.
If she wants to, she can even choose a song that will be played when she reaches a goal or a milestone.
As Mary earns more and more points, she’ll move up achievement tiers. With Spinify, these are completely customizable so you can make them fit your team and/or your company.
When Mary performs certain activities, she can even get badges for it.
For example, when she makes a total of a hundred phone calls in a week, or when she becomes the Rep of the Month.
And to up the ante, Spinify’s sales dashboard also offers leaderboards. Sales reps can keep track of their own and their colleagues’ performance.
Scores and rankings are changed whenever sales reps update their activity information, so they’ll always be able to see how close to hitting the target they are.
You can also track multiple success metrics, and customize the sales dashboard to fit what your sales team is striving to achieve.
Just like single-player games: If you don’t want your team to compete, you can use Spinify to set individual rep targets.
If you’ve got a few top performers, you can even set up head-to-head competitions, and create contests for the entire team to enjoy.
These principles are just like in video games, and sales reps love them.
They’re also a great way to motivate your sales teams without money, as it allows you to sustainably motivate them for a long time.
Additionally, it helps them engage more with their jobs, increasing job satisfaction and reducing the high sales turnover.
Gamification and Sales Performance Go Hand in Hand
Even though we’re grown adults, we’re still just like kids in some ways. Especially in the sense that we learn and work better through play.
You can still track the general team and individual rep performance with a Spinify sales dashboard, but the process is more engaging and makes reps have fun, even though they’re at work.
Tasks and activities become easier to complete, and it’s only a matter of (short) time before you’re hearing songs and bells everywhere because reps are that motivated to succeed.
As a sales manager, you’ll also see performance grid scores and coaching suggestions.
For example, if Sally hasn’t been completing her goals, Spinify will analyze why that’s happening and show you a suggestion such as:
“Sally is not following the sales process and not completing their activity goals. She may be burning the pipeline and not growing it for the next month.”
Understanding which activities your sales reps are performing on a daily, and which results in these actions bring, will help you identify their strengths and weaknesses.
You can even go full-on video game and choose to display leaderboards and activity on TVs around your office.
This way, you’ll keep your reps up-to-date on who’s leading, what the next achievement is, and what targets need to be hit.
Plus, impromptu celebrations when someone hits a target are always a great idea.
Rewarding Sales Reps
If you want to reward your team with more than points and badges (although that’s effective in itself), you can set up a reward store.
It’s completely customizable so you can reward your reps with whatever you’d like.
Motivating Your Sales Teams without Money is More than Possible!
When you want to make sure your sales reps are engaging with their jobs and staying motivated to excel day in and day out, money isn’t your only solution. You can use motivational quotes or even better use gamification elements.
Reinforcing positive behavior through everyday gamification of the sales process is a way to build a sustainable motivation program for your sales team.
And since Spinify comes with all the integrations you need to make your tools work together seamlessly, you don’t have to trade control for engagement.
All you need to do is book a demo and see how quickly your sales team gets motivated!
Put those insights into practice.
Set your team up for success by improving their performance through gamification.
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