Dreamforce 2012: Leveraging Gamification to drive Sales Engagement at Comcast
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Transcript of Dreamforce 2012: Leveraging Gamification to drive Sales Engagement at Comcast
Sales Cloud: Leveraging Gamification to drive Sales Engagement at Comcast Todd GoodbinderComcast National Vice President of Sales & Sales Ops – Business Services
#DF12Gamification #DF12Engagement
#DF12Gamification #DF12Engagement
Communications - Information - EntertainmentCable Communications Cable Networks Broadcast Film Parks Other
#DF12Gamification #DF12Engagement
Business Class Solutions
Comcast has the resources, products and support customers need to be more competitive.
o Network Diversityo Scalabilityo Reliabilityo Industry Leading Data Serviceo Lower Cost Higher Quality Voiceo TV for Business Needso Local 24/7 Business Class Support
Product Portfolioo Business Class Interneto Business Class Voiceo Business Class TVo Business Class Etherneto Business Class Trunks (PRI)o Business Class VoiceEdge™
#DF12Gamification #DF12Engagement
Pre Salesforce Situation
o Legacy “home grown” order processing toolo Lack of visibility into metrics o Highly transactional sales force o IT development lags business pace
#DF12Gamification #DF12Engagement
Leverage Salesforce Investment
o Accelerate understanding of performance activitieso Improve utilization of CRMo Shift perception of Salesforce from management to sales tool
#DF12Gamification #DF12Engagement
Next Goal: Wider Organizational Adoption
o Management recognized value of Salesforceo Improve Chatter valueo Pull sales teams into Salesforce vs Pusho Drive Engagement through Contests
#DF12Gamification #DF12Engagement
Drive Sales Engagement
o Focus team on success indicatorso Improve Salesforce tool engagemento Increase contest impact thru communicationo Use competition to motivate sales force
#DF12Gamification #DF12Engagement
Sales Incentives Practices
o National and local incentiveso Limited visibility of contests => Conflictso Incentives focused on outcomeso Lack of regular updates on contests
#DF12Gamification #DF12Engagement
Gamification Solution
#DF12Gamification #DF12Engagement
Demo
#DF12Gamification #DF12Engagement
Communication
#DF12Gamification #DF12Engagement
Leaderboard
#DF12Gamification #DF12Engagement
Building a Contest
#DF12Gamification #DF12Engagement
Building a Contest
#DF12Gamification #DF12Engagement
Results: Average Appointments Set/Day Contest
Wallace Wright DeWitt Franke Hayes0
5
10
15
20
25
30
35
Déjà vuSledgehammer
#DF12Gamification #DF12Engagement
o Competition skyrocketedo Contest administration burden removed
o Sales Ops Manger - Jason Franklin“….results are instant and everyone knows where they stand”
o Sale Manager - Dan Oleson “…The email updates and Team Ranking keeps the Contest objective in minds of our Sales
Team...”
Feedback
Comcast Quotes:
#DF12Gamification #DF12Engagement
#DF12Gamification #DF12Engagement