Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/rajat-paharia
Session Overview
Gamification isn’t about games – it’s about sales results. It’s about measuring and motivating, setting goals, tracking progress, and rewarding performance. Gamification can drive the behaviors in your sales team that will help the business to be successful, and at the same time, it can drive non-sales employees to participate and support the sales team by providing leads, social media outreach, timely information and thoughtful collaboration.
2. #SalesSummit | @rajatrocks
Big Data, Gamification, and the
Endlessly Motivated Sales Team
Rajat Paharia
Founder & Chief Product Officer
Bunchball
3. #SalesSummit | @rajatrocks
Customer loyalty drives profitability and growth
Customer satisfaction drives customer loyalty
Value drives customer satisfaction
Employee productivity drives value
Employee loyalty drives productivity
Employee satisfaction drives loyalty
Employee engagement drives employee satisfaction
Putting the Service-Profit
Chain to Work
HBR OnPoint, 2000
Clearly, your employees are
your most important asset.
9. #SalesSummit | @rajatrocks
+11% revenue per employee
Sales
+9%
Service
+10%
Collaboration
+81%
Learning
+373%
Drive Real Business Results
and a Hard ROI
20. #SalesSummit | @rajatrocks
Activities vs. Outcomes
• Q: Is it better to motivate Activities:
• Enter title, phone and email for every contact
• Keep your pipeline up to date
• Share a “Win” story
• or Outcomes?
• Hit 100% of your quota in the first 6 weeks of the quarter
• Sell a package that includes every product in our portfolio
• Close $1 Million in renewals this quarter
28. #SalesSummit | @rajatrocks
Engage sales reps in learning how to use the online price
book. Typically a grueling 1-day course and hard to get
sales reps engaged (they’d rather be selling!).
Results:
• After gamifying the training environment, users became so
proficient at using the price book that the company recognized an
additional $1 million in profit in a single day
• Over the next seven weeks, the company recognized an
additional $8 million in profit
• Cost of training plummeted by more than half because the
gamified learning experience now requires fewer people to
manage price book training
Fortune 50 Company
Learning
Collaboration
Service
Sales
29. #SalesSummit | @rajatrocks
Big Data, Gamification, and the
Endlessly Motivated Sales Team
Rajat Paharia
Founder & Chief Product Officer
Bunchball
Author, NY Times and WSJ Bestseller: Loyalty 3.0