Commercial success is often the result of a dynamic and motivated sales force. Over the past few years, the Gamification has proven itself in particular in driving and increasing sales. All this by focusing on several indicators and not only on turnover as commercial challenges do. So how do you boost your sales forces with gamification?
Step 1: Use gamification in learning
In a learning environment, gamification makes it possible to monitor and above all to visualize the progress of your learners. System of points, objectives to be achieved, levels to unlock, levels to unlock, progress courses... The game allows you to better understand and monitor the assimilation of new skills. In addition, gamification encourages learners to redo quizzes or activities to get a better score.
Boosting your sales forces also means training them on market news, new sales techniques and tips. The sales profession or sales forces are jobs in constant evolution due to the evolution of consumer needs. Gamification allows you to learn while removing the boring side of ordinary training, thanks to the mechanics of the game.
What actions should be put in place?
- Strengthen your sales force training using gamification.
- Set up visual paths to guide the learner on his progress throughout the training.
Step 2: Adapt to the player profiles of the sales forces
To boost your sales forces and increase their motivation, it is important to know their player profile. In the world of video games there are 4 main families of players:
- The killers: sensitive to the concept of ranking and performance. Driven by the desire to be the first, they leave the game if there are no players to face.
- The accomplishers: motivated by the improvement of their skills and their levels. They are less sensitive to the notion of inter-player ranking than killers.
- Socializers: like to play fellowship and interacting with other players. They like to compare their performances with the other members.
- The explorers: motivated by the discovery and the secrets of the game. They like long quests and use all the features in the game.
In most cases, sales forces and salespeople are killers. People who want to beat others systematically. To motivate your sales forces through gamification, managers must use various levers such as achievement or competitions.. But it is possible that some of them belong to a family of players. This is when you have to adapt to offer gamification and games in accordance with their profile.
What actions should be put in place?
- Know the player profile of your sales force teams.
- Adapt your games and gamification according to the profiles of your sales forces.
Step 3: Create a healthy and just gamified challenge
Boosting your sales forces with gamification also means creating challenges or competitions. Be careful, challenges and competitions can easily become toxic and unhealthy for your employees if you do not follow these tips.
- Not having a single winner: a gamified competition with several winners will be more likely to motivate less efficient sales forces. This multi-winning competition will allow you to go further in the motivation and performance of your sales forces. The winners won't just be your top two sales forces. If some people don't think they will win, they will be more easily demotivated before starting the challenge.
- Promote collaboration: In this age of remote work, employees are deprived of the feeling of a spirit of collaboration and enterprise. The challenge here is to be able to motivate employees.
- Do not cap rewards: A capped commission can restrict the motivation of sales forces. 79% of businesses without a commission ceiling meet or exceed their quotas. If there is no ceiling in the gamified challenge, all salespeople, from the most successful to the least successful, work more (reward ceiling = motivation ceiling).
What actions should be put in place?
- Create a healthy and fair gamified challenge.
To do this, he must:
- Not having only one winner;
- Promote collaboration;
- Do not have a reward limit.
What to remember from this article
- Gamification is a good way to boost your sales forces. Having fun while learning increases motivation at work.
- Know and adapt to the different profiles of sales force players.
- Create healthy and fair competitions to increase sales force performance. To do this you need:
- Not having only one winner.
- Promote collaboration.
- Do not have a reward cap.
