By Amanda Silvernale
Product Marketing Manager, CallidusCloud
A recent guest post from Mike Kunkle, Apply Sales Analytics to Fuel Sales Coaching and Sales Performance, tackled how to measure sales reps and turn your B players into A players. He went into detail on sales analytics and how to rank reps based on key performance indicators. All sales managers have done this, if at the very least, it’s all in their head based on their own observations. But once you’ve diagnosed the issues, how do you get your sales reps to adopt the changes you need them to make? The answer is pretty simple actually - sales gamification.
According to an Aberdeen Group Study of top performing sales teams, after financial compensation, the next two things that motivate reps are internal recognition, and internal competition.
Considering that competitiveness has long been a key to sales success, it’s natural to add sales gamification into your sales organization. The possibilities are endless…you could create badges and awards, and give points for just about anything:
- Completing training on specific products or topics
- Coaching others
- Winning customers from competitors
- Successful completion of tasks like logging activities, following up on leads, etc.
Sales gamification solutions not only track these behaviors, but they give sales reps visibility into where they stand – leader-boards show them where they are compared to others to give them that push they need to go the extra mile.
Sales reps are inherently competitive, and tapping into that is just what sales managers need to get their team to change and adopt behavior. You can learn more about how gamification can motivate your team to change here.