The #HungerGames of Sales
It’s not easy to close a sale.
From lead sourcing and scoring to communication and confidence, salespersons have a lot of external and internal hurdles to overcome to get business buyers to sign on the dotted line. Gamification is one tactic companies have found successful to inform and motivate these important employees.
Tools like InsideSales.com’s PowerStandings allow organizations to implement game-like features and incentives that motivate employees, spike productivity in sales and result in up to a 15 percent increase in deals closed.
With the release of the final part of the Hunger Games series, InsideSales.com (covered here) found some interesting comparisons to the movies and sales gamification.
Constantly battling for the highest quota of deals closed, sales and marketing professionals are driven by competition and regularly serve as tributes to the Hunger Games of Sales, according to the company.
InsideSales.com has pulled together three key best practices that salespeople can employ to win at the Hunger Gam(ification) of Sales:
• The Games of Variety: The key to a successful Hunger Games of Sales is variation. It’s important to introduce new contests and tangible rewards to reignite excitement and spike employee motivation. Otherwise, you may risk losing sight of your team’s inner-Katniss, leading to a lack in employee engagement and a decline in overall performance.
• Real-Time Feedback is a Game Changer: Prior to entering the arena, Katniss, Peeta and the other tributes received training and feedback from their mentors to prepare for The Games. In the same way, sales teams need frequent feedback to achieve success. Being able to provide regular feedback via scorecards or leaderboards provide a real-time look at employee performance and the ability to adjust accordingly.
• Make The Odds Forever in Your Favor: Each new challenge in the Arena was strategic, leveraged high-tech cameras and was targeted to a specific tribute. Similarly, using predictive analytics to customize messaging for each individual employee is key to gamification success. Different reps respond best to different stimuli, so using predictive insights to offer tailored messaging for the individual will deliver optimal results for the team as a whole.