Blog

by Euney Kim
on December 10, 2015

How to Mobilize Your Sales Team on Social Step 7: Encourage Competition with Gamification

Seventh in a 10-part series on how to mobilize your sales team on social. Good Salespeople are competitive. They like to win. That’s why you hired them. Harness that competitive instinct and use gamification to drive participation in your social selling program.

Wharton School of the University of Pennsylvania recently published an article on gamification and spoke with our VP of Product, Amaya Capellan on how we successfully apply gamification to increase sales rep engagement on our product and overall productivity.

Last summer, one of our clients had low engagement on our product with only 100 out of 500 global sales reps using it regularly. We initiated a 60-day pilot with the goal of increasing engagement through gamification. We saw an increase in the the number of monthly active users on the platform by eightfold.

If you don’t have a dedicated sales enablement product with integrated gamification, that’s okay. You can still instill a healthy competitive culture using gamification! To make social selling a competitive sport inside your organization, all you have to do is give your Salespeople a way to keep score. Quantify each individual’s activity by tracking and reporting on such things as:

  • Best profiles: Who looks the best on LinkedIn? On Twitter?
  • Top sharers: Who are your most active sharers?
  • Most influential: Whose shares are driving the highest clickthrough rates?
  • Most networked: Who has the most Twitter followers? Who is connected to the most potential buyers on LinkedIn?

Get creative on how you use gamification to measure and recognize achievement. Pit them against each other as individuals or as teams. Recognize them with praise, with prizes, or with plaques.

Expert Tip: Keep the competition fun and friendly.

Click here to download the full eBook “How to Mobilize Your Sales Team on Social.”