How to Harness the Power of Gamification to Drive Sales Reps
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14-Sep-2014 -
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Transcript of How to Harness the Power of Gamification to Drive Sales Reps
How to Harness the Power of Gamification to Drive Sales Performance
Josh Aranoff & Kevin Simmons, Salesforce.com Maksim Ovsyannikov & Joe Ryan, Work.com Keith Nealon, ShoreTel, VP of Revenue – Cloud Division
#DF12Gamification #DF12Engagement
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A. 3500 BC
When did Gamification begin?
B. 1782 C. 1942 D. 2004 First
Board Game: Senet
First US Military
Medal
First Video Game:
Missile Simulator
Term Gamification
is Coined
#DF12Gamification #DF12Engagement
Maksim Ovsyannikov & Joe Ryan Product, Work.com
#DF12Gamification #DF12Engagement
The Game
#DF12Gamification #DF12Engagement
The Enterprise
zzzzz…..
#DF12Gamification #DF12Engagement
What if the Enterprise met the Game?
#DF12Gamification #DF12Engagement
Gamification – not just for modern organizations
#DF12Gamification #DF12Engagement
Sales Teams – not new to gamification
#DF12Gamification #DF12Engagement
What can change the ‘game of sales’
#DF12Gamification #DF12Engagement
Work.com Demo
#DF12Gamification #DF12Engagement
Meet The Deal Team
Alicia Account Exec
Josh Design Lead
#DF12Gamification #DF12Engagement
The Opportunity
A new resort opening up later this year
A $1MM design contract for the common spaces
A chance to win awards
#DF12Gamification #DF12Engagement
Keith Nealon ShoreTel, VP of Revenue – Cloud Division @ShoreTelSky linkedin.com/company/shoretelsky
#DF12Gamification #DF12Engagement
#DF12Gamification #DF12Engagement
All about ShoreTel Sky Cloud-Based Phone Systems
ShoreTel acquired M5 Networks in 2012. M5 became ShoreTel’s Cloud Division. Combined : 24,000+ clients and 2,000,000+ users.
§ Unified Communications
§ Salesforce.com Application Integration
§ Contact Center
§ Mobility
#DF12Gamification #DF12Engagement
Our salesforce Landscape
AppFuse
#DF12Gamification #DF12Engagement
Organizational Readiness
Millennial Workforce Mobile Culture
Constant Collaboration
Instinctive Transparency
#DF12Gamification #DF12Engagement
Why Gamification for Sales?
50% + Revenue Growth Focus on KPI’s
Competitive Culture
Distributed offices
Employee Engagement
#DF12Gamification #DF12Engagement
Salesperson Psychology
Competitive Crave Recognition Motivated by Rewards Like to Win
Stack Rank
= Leaderboards Status
= Levels Contests = Games = Points
Commission
#DF12Gamification #DF12Engagement
#DF12Gamification #DF12Engagement
#DF12Gamification #DF12Engagement
Bottom of Funnel
Top of Funnel
#DF12Gamification #DF12Engagement
Business Metrics
2010 2011 Revenue 32 M 49 M Average Annual Bookings Per Ramped Rep. .85 M 1.4 M New Client Accounts Per Rep 6 11 Active Opportunity Per Rep 20 35
#DF12Gamification #DF12Engagement
Business Benefits for Sales
Peer pressure management Integration of teams from multiple offices
More engages sales reps = better performance
Improved Salesforce adoption
Less attrition
#DF12Gamification #DF12Engagement
Lessons Learned
Take it slow Keep it fresh
Engage remote workers
#DF12Gamification #DF12Engagement
Josh Aranoff & Kevin Simmons Senior Director, Sales & Technical Productivity
VP, Global Onboarding & Training
#DF12Gamification #DF12Engagement
Salesforce.com’s Sales Kickoff +2000 Sales Professionals
Engage the sales force at a higher level
Gamify the experience
Make the whole thing a mobile experience
#DF12Gamification #DF12Engagement
Our Goals for the Application
Four things we wanted to do 1. Maximize Participation
2. Enhance Learning
3. Make them Social
4. Track it All
#DF12Gamification #DF12Engagement
How We Influenced Behavior Leveraged three game mechanics
Badges
Points
Prizes
#DF12Gamification #DF12Engagement
What We Took Away from the Experience
#DF12Gamification #DF12Engagement
Demonstration Sales Productivity App
#DF12Gamification #DF12Engagement
Josh Aranoff
Senior Director, Sales & Technical Productivity
Salesforce.com @jaranoff
Maksim Ovsyannikov
Product, Work.com @maksim
Joe Ryan Keith Nealon
Senior Product Manager, Work.com
VP of Revenue, Cloud Division
ShoreTel @keithnealon
@salescloud
Kevin Simmons
VP, Global Onboarding & Training
Salesforce.com
#DF12Gamification #DF12Engagement @salescloud