Raise Your Sales Team Performance! Passport to Performance: They are in charge with improving the necessary sales skills required to perform as a constant overachieving professional. The management of the sales process is not their main objective and does not translate into their success. In this whitepaper we present how we generated strong sales performance and more effective selling by using the Mobile Gamification for Sales application. What motivates top sales professionals? We think it’s all about the sweet taste of victory and the recognition of being a winner. Executive summary
Transcript
Raise Your
Sales Team
Performance!
Passport to
Performance:
They are in charge with improving the necessary sales skills required to
perform as a constant overachieving professional. The management of the
sales process is not their main objective and does not translate into their
success.
In this whitepaper we present how we generated strong sales
performance and more effective selling by using the Mobile Gamification
for Sales application.
What motivates top sales professionals?
We think it’s all about the sweet taste of victory
and the recognition of being a winner.
Executive summary
è
è
è
Most of the companies focus on cash commissions while rewarding the
team. It is true that money can move even the mountains but… cash is
not doing great when it’s about driving engagement in focused tasks or
adoption of specific behaviors.
Others choose to shout at them, this way they could work harder in the
evening or maybe fire them, they are not good enough for the company
if they do not report results immediately
From time to time motivational contests with appealing prizes are
initiated with the specific objective of performance increase. Do they
solve the problem? YES, that specific problem, meaning to reach or
exceed that monthly target, but soon the crisis reappears. It’s always the
same…
Howdo you
motivate your sales
team?
Learn to drive success
A really results-oriented method combines cash incentives
with a powerful method derived from gaming that gains
and accumulates points over a timeline adapted to the
sales strategy - it can be applied on daily basis, monthly,
quarterly or even annually.
Sharingthe best practices
Charisma Gamification
We gave to each & every member of the sales team a tablet and the Mobile Gamification app
developed by TotalSoft experts. Before, they used files to manage samples and agenda to
manage meetings, so we threw all that away and created one app where to find everything
needed to make it through the day.
è
è
è
è
è
Filling in fields correctly in the CRM
Closing a visit to a client the same day/ the second day it was
created;
Adding a participant to an event;
A certain working period time;
Check-in at the organization location to validate the visit etc.
Example activities that bring points:
For high attractiveness, the application is
designed as a game where sales professionals
could earn points from completing the
necessary activities. Throughout the course of
the game, sales professionals amass points as
they progress towards their financial goals.
Each activity/ action performed by the user in
question is being displayed on the main screen,
together with the points/ levels/ badges
achieved.
Here is a glimpse of the Start section:
Did they love it? Well, they did.
Because using the application didn’t
involve any additional tasks,
but just accomplishment of
their job.
After logging into the app,
the users were able to see
the main screen:
Charisma Gamification
Other application sections
Client’s actions Opens the list of clients, filtered for the current week by default
Target Provides possibility to set targets for the company’s clients.
Follow up Includes a set of performance indicators for the last 12 months
Events ªOpens the list of events, with information on type, date, participants;ªProvides possibility to create new event, add new activity for existing events or
declare events as closed;ªUsers may fill in information such as type of the event, status, start date, end
date, location, participants.
Samples Opens the list of clients, filtered for the current week by default
Activities Opens the list of open activities for the current user
Quiz - feature in progress Includes all custom quizzes of the company. Possible fields of the section may be: quiz
name, quiz type, start quiz, end quiz, questions, answers, time, results
Who was willing to play?
Everybody enjoys a good game! In fact the game becomes
a change agent in itself.
Whether you are rolling out a sales process, the concept of
rewards and a game are always driving engagement.
The points generate a graphic leaderboard, easy to
understand by all the team members.
Charisma Gamification
As active players they
could preview their
profile, while
celebrating the
victory and planning
future objectives.
Charisma Gamification
In our case they received cash prizes and tickets for their fun.
Tips & Tricks:
Researchers say that recognition itself is a powerful motivation tool as well.
So, it’s up to Top Management to identify and use the most appealing
