Blog

by David DiStefano
on January 22, 2016

Gamification Matters in Sales. Here’s Why.

In a world where the salespeople are busy and the technologies are abundant, tools aiming to improve the B2B sales process need to do more than promise value. They need to capture, deliver, and engage. Fast.

Enter gamification.

Using game tactics like rewards, incentives, leaderboards and competition, gamification adds a layer of effectiveness to a sales tool that might otherwise fall flat.

Before you invest in – or develop – a sales acceleration technology, consider these 3 factors that explain why gamification makes tools more effective for B2B sales teams overall.

 

Adoption

One of the most significant challenges surrounding the purchase of sales tools is convincing salespeople to use them. On their own, sales technologies may or may not attract salespeople to adopt them.

According to CSO Insights, nearly 40% of sales teams have invested in a tool, but more than 60% of those teams saw basically no impact from the technology. This reflects poorly on the sales manager who spent time and money bringing it to the team, and creates missed opportunities.

Without features to promote adoption, many sales tools fall short almost immediately for the teams that were expecting results.

 

Engagement

Salespeople like to be the best. What better way to show them they’re the best than on a leaderboard visible to the rest of the team? Displaying badges, points, or levels correlated to a salesperson’s progress with the technology serves two purposes: to motivate the salesperson, but more importantly, to motivate everyone else.

For salespeople, competition breeds engagement. And engagement is the step beyond adoption that truly enforces behavioral training. For any type of training, incorporating game-like qualities is beneficial. But its especially powerful in technology, where interaction is easy, but also easily lost. A white paper by Alanna Olive-Smith at GP Strategies says engagement is a commitment and is crucial for long-term learning by sales professionals.

 

Revenue

At the end of the day, a sales team’s ultimate goal – often a reason for the implementation of sales tools – is to drive revenue. Gamification helps teams reach that goal, usually as a result of adoption and engagement with the training or behavioral changes from the tool. Dashboards that reflect ROI influenced by the tool or progress toward financial goals generate interest in using a sales tool to drive business for the entire team.

 

If you’re interested in learning how gamification influences successful sales behaviors, contact us for a live demo of PeopleLinx. We’d love to show how we can help you achieve your goals!