What Does Sales Gamification or Sales Performance Management Actually Do? A Day in the Life of an Account Executive and his ManagerJanuary 28, 2018 • gal
People often ask us what is it that people do when they choose sales gamification or sales performance management. We can say this supercharges performance and learning, but to give a better explanation of the engagement model, we’ve developed a detailed example of a “day in the life” of a seller and their manager. We hope that reading through it will drive the message of what gamification isn’t a “game” overlaid over work, but more importantly emphasize why gamification is like a fitness tracker for work and why this is interesting.
Acme Inc uses the Gameffective platform for sales. John is Acme’s district sales manager. Due to changing requirements from the business side of the company, he needs his team to sell more of product X.
John decides to do this through a challenge on the Gameffective platform. The challenge will be distributed to the account managers. To make the challenge, account managers need to have at least 10 recorded sales of product X by the end of the week, along with a 10% increase in overall sales.
Jake, a Novice account manger in John’s department, is on his Monday morning bus ride into the office. A push notification pops up on his smartphone “Are you ready to join the challenge? Click here to learn more”. Jake quickly clicks on the message to enter the Gameffective app to find out what this week’s challenge is. He likes following the challenges. They are different than sales contests since goals are set for novices, so he’s still not competing with the pros. Also, most challenges and game mechanics let him make some choices, giving him a sense of autonomy. He also likes the fact that he sees his progress, so he can understand his path to mastery.
As Jake logs into the system, he briefly checks his performance across the different KPIs, to see how he’s doing. He also checks the leaderboard. He sees that he must improve this week if he wants to get ahead.
The day starts flying by and Jake still hasn’t recorded any sales of product X. He feels much more comfortable selling Y, and he’s already got existing deals he has to deal with. Just before lunch break, Jake receives an automated notification, “Nobody buying product X? Plenty of time to improve! Make 3 more product X sales calls for your chance to win a special bonus!”. Jake decides he’s going to step outside his comfort zone and try selling product X.
Jake starts with two sales calls to prospective product X clients, but they lead to nowhere and he’s pretty sure he isn’t sure what to do. The Gameffective app suggests a next-best-action: he should partake in a sales simulation about how to upsell product X to existing clients. Jake takes the simulation and gets a new burst of motivation: he feels he can do a much better job with product x.
Jake makes another four calls on product X and finally manages to turn two of them into opportunities, reassuring him that’s he still has what it takes. He receives an animated email with a treasure chest, congratulating him on passing the bonus challenge and letting him know he just won ten gold coins (those are redeemable, too, at the Gameffective virtual store).
John is checking the team’s performance to make sure sale calls are being made, to check what the win rate is, to see if account executives understand the product, and to gather any relevant data and suggestions. On the way to get a coffee, John passes Jake’s desk and congratulates him on his first two opportunities with product X this week. Jake feels like he really is on his way up. John likes giving feedback and recognition after reviewing the team leader module: it makes everyone happy. John can also check employee knowledge levels of each of the products and processes. He’s discovered that keeping everyone at a high knowledge level is very effective.
As the campaign progresses, Jake starts checking his personal leaderboard every morning on his commute, just before his lunch break and in the last hour of his day. He is intent on moving up on the leaderboard.
On Wednesday, he asks his colleague Dina about product X, and Dina decides to help her teammates and publish on the Gameffective Novice Community some useful answers to any prospect objections.
At the end of the week, Jake has managed to sell over 20 units of product X, improving his performance by 100% compared to last week. Finally, Jake makes it to the top of the leaderboard. The TV screen on the sales floor shows a special bulletin of the leaderboard with his personal profile. Jake’s happy!
John sends Jake a personal email showing his appreciation and Jake receives the race winner badge, earning him 100 coins to use in the virtual store. He chooses a 3-month subscription voucher for Netflix; he’s been waiting to catch up on the new season of Stranger Things. Now that there is the Gameffective app, Jake starts to feel that going beyond his comfort zone isn’t so bad after all…