I'll spare you the primer on Sales Gamification (find that here) and jump right into the good stuff. We all saw the impact that Gamification 1.0, leaderboards, badges, and so forth, can have on the sales team. But what’s truly amazing is the effects that a more holistic approach to gamification can have.
We've arrived at Gamification 2.0, which will fit more snugly into each company’s unique sales process. Next-Gen Gamification softwares can integrate more completely with performance data. Most importantly, they will grant users better incentives for reaching performance goals.
Here at Ambition, we are looking to speed industry growth by focusing on the three aforementioned improvements and creating a more holistic approach to gamifying sales. Complete adaptation to sales process, integration with employee performance data, and incentivizing of users will be the hallmarks of successful Gamification 2.0.
The Philosophy of Sales Gamification 2.0
Studies have pinpointed one thing above all else -- intermittent positive reinforcement -- to be the driver of user behavior in everything from Facebook to Email to Fantasy Football.
Gamification 1.0 missed the boat here by sticking to Leaderboards and Badges, which in many cases led to either continuous positive reinforcement (not as effective) or continuous negative reinforcement (leading to disillusionment). By contrast, Gamification 2.0 will hone in on intermittent positive reinforcement.
It’s already happening for users of Ambition, who receive a daily or weekly Ambition Score that rates, from 0 to 100 (or in some cases higher) how well they are meeting company-set performance benchmarks.
The Ambition Score is based on a series of weighted performance benchmarks: the users know the metrics involved (outbound calls, emails sent, demos completed, daily revenue, etc.) but do not know how they are weighted. As a result, users can check their Ambition Score periodically and be pleasantly surprised (intermittent positive reinforcement) by a steep rise in their score.
There are further elements of the unknown and of intermittent positive reinforcement in Ambition sales contests, where users typically compete on teams in weekly Fantasy Football-style matchups. Forget making the top 10 leaderboard in a 100 person company, how about helping lead your team to victory over a team from your organization’s Midwest branch.
That’s happening at Ambition customers like Coyote Logistics, where Chattanooga Reps compete against Minneapolis Reps, and at Dropbox, where four different offices compete against one another.
It’s the reason another Ambition customer in the SaaS industry has seen a 65 percent jump in daily outbound emails from their Sales Reps over a 3 month span, while another Logistic Industry customer saw a 25 percent jump in profits over 8 months.
Reaching the Next Level of Sales Motivation
These industry numbers are important. As in gamification and any enterprise software product, everything ultimately goes back to customer ROI. The key of Sales Gamification 2.0 will be driving sustained user engagement and performance using a skillful combination of intermittent positive reinforcement for users, sales process adaptation, complete data integration and robust user support.
Those elements will make up the formula of long-term customer satisfaction and industry success. Welcome the challenge before us, because it will make us better and lead to a future where sales reps are more motivated, company processes are better aligned, and organizational culture is stronger and healthier than ever before.
Welcome to Gamification 2.0. And for more information about Ambition, check out the overview below.
Ambition: 360° Inside Sales Motivation & Accountability
Ambition is a sales management platform that syncs every sales organization department, data source, and performance metric on one easy system.
Ambition clarifies and publicizes real-time performance analytics for your entire sales organization. Using a drag-and-drop interface, non-technical sales leaders can build custom scorecards, contests, reports, and TVs.
- FiveStars: Adam Wall. Sr. Manager of Sales Operations .
- Filemaker: Brad Freitag. Vice-President of Worldwide Sales.
- Outreach: Mark Kosoglow. Vice-President of Sales.
- Cell Marque: Lauren Hopson. Director of Sales & Marketing.
- Access America Transport: Ted Alling. Chief Executive Officer.
Watch Product Walkthroughs:
- ChowNow. Led by Vice-President of Sales, Drew Woodcock.
- Outreach. Led by Sales Development Manager, Alex Lynn.
- AMX Logistics. Led by Executive Vice-President ,Jared Moore.
Read Case Studies:
- Clayton Homes: HBR finds triple-digit growth in 3 sales efficiency metrics.
- Coyote Logistics: Monthly revenue per broker grew $525 in 6 months.
- Peek: Monthly sales activity volume grew 142% in 6 months.
- Vorsight: Monthly sales conversations grew 300% in 6 months.
Contact us to learn how Ambition can impact your sales organization today.