According to SalesForce, 71% of companies use sales gamification. And as a result, they have reported up to a 50% increase in sales performance! That’s one good reason to start incorporating sales gamification in your business. But what is actually sales gamification?
Sales Gamification: Explained
Sales gamification is an art of using game mechanics, aesthetics, and tactics to drive performance. Simply put, running a contest or motivating your team with bonuses is called gamification.
The sales department sets the metrics by which their team will be judged. As employees start working, they are ranked according to their success against the metrics. Furthermore, short-term and long-term goals are set to fuel the motivation of employees. Every employee can track their progress and see how they are competing against other people in the team. Lastly, bonuses and prizes are rewarded on completing milestones, which eventually drives performance.
The concept of sales gamification is simple, but sometimes it can be tricky. I’ll be discussing the science behind sales gamification and some examples that will help you get a good grasp of the concept.
Science Behind Sales Gamification & Some Quick Examples
Before I dive into some of the everyday examples of sales gamification, I’ll explain the science behind it.
B.F. Skinner, a psychologist, studied the positive reinforcement of operant conditioning. The famous American psychologist identified that positive reinforcement increases the behavioral response when offered a reward for a specific response. The psychology of operant conditioning aids the concept of sales gamification.
Now let’s move on to some examples.
- Let’s start with the example of gamification in everyday life. Parents reward their children with a specific amount of money on each A star on the report card. That’s how gamification boosts the behavior and approach of children to get good grades.
- Companies set specific tasks, run a competition between the employees, and award the people who accomplish the duties. This creates competition and an urge to fulfill the mission & win the prize.
- I want to train my dog to sit. Every time my dog sit successfully, I reward him with a treat. That’s the most common and easy example of using gamification.
Companies and businesses create competition, set an end goal, and add bonuses to drive sales & overall performance. Now I’ll be revealing some great sales gamification ideas that are proven to fit most sales teams.
Proven Sales Gamification Ideas
Don’t know how to implement gamification in your sales department? I have compiled a list of proven sales gamification ideas. Thoroughly follow them and see which approach is best for your sales team.
- Random Prize
I love secrets! It just keeps me thinking and wondering about the end product. Keep your team in disguise, and don’t reveal the prize you are going to reward them. It’s one of the most effective and most straightforward ideas to help you incorporate sales gamification.
If you haven’t disclosed the prize, your team will be anxious for its reveal. It will keep them motivated to complete the task in order to get a random or secret bonus. You can set a random reward for the top three best sellers every week & every month. Note that you can also set daily random prizes, but it might burden your budget.
- Set Up a Tournament
Just like a gaming tournament, you can set up a sales tournament. In this competition, people will get to face-off in pairs. Only one winner will get to the next round, and finally, there will be one winner.
To add fun, you can set prizes or gifts when a person reaches a specific round. It will motivate them to win the round and march forward. In the end, set up a valuable prize or gift that inspires everyone to win the tournament.
Although there will be only one winner, you’ll be able to track the people who made good progress.
- Pairing Up
I personally like this idea as it mixes experienced people with beginners. Make teams with two people. One must be a skillful seller while the other one should be a below-par seller. Let the best team win the ultimate prize.
This idea will benefit both types of sellers. The incompetent one will learn from its partner and grow. The skillful person will be challenged to work with an immature partner that will help him to go beyond the limits.
Lastly, every team will work hard to win the prize. And it will aid the overall performance of the sales department.
- Customer Appreciation
If your business or company is open to customer reviews, you can apply this idea. Set-up a prize for the person who’ll get the most mentions from customers. It will push your team to connect & communicate more with the customers.
Note that this idea can make your sellers annoying and disturbing for the customers. Remind your sellers that they aren’t allowed to coerce customers into mentioning their names in reviews deliberately.
Although this idea is excellent, you need to maintain check & balance on your sellers. Strictly advise your sellers not to push any customer beyond a specific limit.
- Points Table
Set-up a points table and profiles of every member of your sales team. After that, make that table public and award members with points on every milestone or sale. Layout milestones, objectives, and tasks with points a seller can gain after completing them.
This way, you can start a marathon amongst your team members. Each individual will complete tasks to gain points and rank higher in the table. Reset the table weekly or daily and award the sellers on top positions with great rewards.
Now that you know what sales gamification is and how you can implement it in your business. Make the most of sales gamification and see the performance go up within your team.