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4 Gamification Strategies for Building Powerful Sales Teams

5 min read
4 Gamification Strategies for Building Powerful Sales Teams

According to Sapling HR, only 12% of employees feel satisfied with their onboarding experience. Exploring and experimenting with new methods can reap great benefits. There are various effective methods that sales leaders can use to motivate their teams, like comprehensive training programs, building trust, and constructive feedback. Gamification is another strategy, which is a viable way to consider because it plays on basic psychological principles of motivation.

What Is Sales Gamification?

Sales gamification is the process of turning pipeline tasks, like calling prospects, setting meetings, and closing deals, into a game. Completing tasks often comes with a reward, which motivates salespeople to continuously repeat the behaviors that helped them succeed.

For sales leaders, gamification is primarily about understanding how to leverage innate human psychology to motivate and engage reps. When implemented correctly, gamification creates engaged and successful teams that are motivated, productive, and drive business revenue.

Here are some interesting statistics:

  • 89% of people say that gamification makes them more productive at work.
  • 71% of employees believe that gamification leads to an increase in energy levels.
  • By implementing gamification, there is 3.5 times more employee engagement in Microsoft. 

Ideas for New Gamification Methods

There are plenty of ideas that your company can experiment with when looking at new training methods.

Here are some interesting ideas that you can start with:

  • Mock sales calls with prizes for winning.
  • Include a badge ranking system that employees can flaunt.
  • Try the Talent Games to gamify the process in a fun way.
  • Use sales leaderboards to create fun contests for sales teams.

Use Cases of Gamification Strategy

Here are 2 use cases of the gamification strategy that you can also incorporate to your organization’s advantage.

1. Marriott International

In 2012, Marriott International gamified their recruitment process by creating a game called “My Marriott Hotel”. Users were handling all of the responsibilities of running their own hotel, including purchasing supplies, hiring staff, and ensuring good customer service. Users were then ranked with a score on how well they performed. With a certain score, the players were prompted with the opportunity to “do it for real” by receiving consideration for a position with Marriott.

2. Deloitte

In 2018, Deloitte gamified its onboarding process by creating a zombie apocalypse-style game. The game is approached from an individual level, allowing each user to work at their own pace. However, the game also allows users to work together as a team, which was key in increasing the impact of the program. Users reported that they were fans of the gamified approach and that they were appreciative of the additional resources that were offered throughout the process.

4 Gamification Strategies 

Below are 4 gamification strategies that you can use for building stronger sales teams:

1. Incentivizing sales performance through a relative-merit system

In order to set targets, you will have to figure out a number in terms of sales revenue that seems hard but is realistic, at least for most of your sales reps. Then it has to be monitored and tweaked every quarter, taking into account seasonal variations and economic conditions.

An easier and more accurate and scientifically proven way is a relative-merit system. The top performer is 100%, and the rest of your team has to reach at least a percentage of this (say 80%) in order to claim that they hit the target. 

As a sales manager handling a sales team, this system reduces your workload and gamifies everyone to aim for that No. 1 spot, or at least as close to it as possible.

2. Bringing together sales teams

Gamification can be a powerful tool for uniting teams and increasing productivity, especially when a team faces challenges or emotionally draining tasks.

The primary goal was to create a program to develop relationships and expand sales. Instead of groups of subordinates working on tasks for pay, unifying teams help you foster a group of advocates whose rewards include mastery, autonomy, community, and peer recognition. Therefore, gamification promotes cultures that produce fulfilling work and incredible results.

3. Real-time tracking of customer engagement 

In this strategy, we’re talking about gamification to reward customers and the sales team members for certain activities and types of engagement. For example, an email that entices customers to click on a link with a New Year offer can be tracked.

If a customer clicks, the interest they show may be enough to create a marketing-qualified lead (MQL). They can be called by a sales team member right away, while they’re checking out the offer on a landing page.

Hence, these time-bound offers, where the customer’s interest and instant response by your sales team combine to generate new sales and revenue, are highly effective. 

4. Leveraging gamification tools

Although the gamification aspect stems from receiving rewards, you can further gamify your process with interactive interfaces that help reps visualize their success and feel like they’re actually playing a game.

Here are 4 tools you can check out!

It is a feature-rich tool that will help you turn routine tasks into fun activities that promote healthy competition and productivity. Here, you can create challenges, quests, and journeys for your teams to participate in and reward them for completion. Reps can monitor their progress on a leaderboard and understand how teams work together to meet sales goals.

Image Source: Pipedrive

Voted as “Best Usability,” “Best Relationship,” and “Most Implementable,” Spinify is a high-quality platform that will help you motivate reps and drive engagement through virtual competitions. On this, you can gamify targets and KPIs and send personalized video rewards to reps that meet their goals.

Image Source: Spinify

You can use the SalesScreen tool to create interactive games and contests for completing targets and KPIs, and reps can monitor their progress in game-like screens.

Image Source: SalesScreen

To Sum Up

Sales gamification has the potential to catapult your team to the next level of efficiency and effectiveness. In the future, people will be able to use gamification to develop skills. With the increase in intelligent technology like AI, there is a lot of potential in the future of gamification.

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