Appendix

Supercharge Your Sales Team with Gamification

In This Appendix

arrow Seeing how engagement makes a difference

arrow Driving behaviors across your larger business

Sales teams are particularly susceptible to the dangers of employee disengagement. Despite extraordinary spending toward sales-based applications, training, and compensation, companies face several critical impediments to success in the areas of onboarding, retention, motivation, tool adoption, collaboration, and quota achievement. Sales tenure is short, turnover is high, and training is forgotten. More than 50 percent of sales managers report that their sales reps do not adopt CRM tools, leading to the failure of half of CRM implementations. This comes with real costs: 10 percent of annual revenue lost and a 7 percent drop in quotas met.

Gamification helps engage sales employees and improve collaboration among teams by allowing sales management to reward the behaviors that drive company goals and provide positive reinforcement during the sales process instead of simply reacting once the results are in and relying on the fear of punishment for underperformance. In reality, sales organizations are already familiar with basic forms of gamification, such as leaderboards and President’s Clubs for top performers. Incorporating ...

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