Gamification is garnering increasing attention in the sales world. Defined as the application of gaming mechanics and techniques to non-gaming circumstances to engage people in solving problems, it simply incorporates a game-like approach to tackling certain activities and tasks aligned with objectives.
Why is sales gamification gaining a growing audience today? It’s because companies who have utilized gamification strategies have seen increased productivity, more motivated employees, and an overall increase in sales. Games are powerful because they create pleasure in the brain, stimulating people to keep on wanting to win because of that pleasurable feeling of achievement. Below are a few strategies that salespeople can use within their teams to boost sales and make meeting their goals more enjoyable.
1. Encourage steps to success – People find it easier to accomplish things that are smaller and more manageable vs. looking at goals from the bigger picture, which may seem impossible to accomplish. For sales goals, award points for every milestone completed until the end goal is reached. This way, the completion of each step gives more empowerment to the salesperson to achieve the next steps.
2. Restructure competitions – Making every day about your top-performing sales reps can be very frustrating for other team members, especially if the same few people are always at the top. Vary competitions based on different criteria – most improved, most milestones achieved, best progress, etc. – giving everyone a chance to experience winning.
3. Give immediate rewards for small accomplishments – Team members who get instantaneous rewards for their achievements tend to be more motivated and more geared up for the next goal to reach. Immediate feedback and rewards tend to boost engagement and motivation to perform tasks and sales activities. Take it a step further by using unique methods to recognize your winning sales reps by backing up leaderboard data and community announcements with tokens of personal appreciation or simple reinforcements.
4. Develop levels – Just like a game that wants to keep the users playing for as long as possible, developing levels in a sales organization can help to sustain motivation over time. Achieving goals and scoring a certain number of points may qualify a sales rep to go higher in the ranks, significantly gaining more rewards and much wider recognition from the team.
5. Hold themed contests – March Madness, Sizzling Summer, or Christmas Sales Craze – whatever your chosen theme, the variety and energy from themed contests can up the excitement and fuel more engagement from team members, thereby encouraging productivity and making them want to bag the one-time title for that contest.
The key to a solid sales gamification strategy is to get team members immersed in achieving the objectives of the company, while at the same time having fun and fulfilling their personal need for rewards, winning and affirmation. These strategies keep team members more inspired, more energetic and more confident to face more customers and follow sales leads through to the end of the funnel.