Post on 10-May-2015
description
#SalesSummit | @rajatrocks
#SalesSummit | @rajatrocks
Big Data, Gamification, and the Endlessly Motivated Sales Team
Rajat PahariaFounder & Chief Product Officer
Bunchball
#SalesSummit | @rajatrocks
Putting the Service-Profit Chain to Work
HBR OnPoint, 2000
Clearly, your employees are your most important asset.
#SalesSummit | @rajatrocks
know more about your employeesthan you do.
#SalesSummit | @rajatrocks
BIG DATAon User Activity
BIG DATAon User Activity
More Engaging
Experience
More Engaging
Experience =
#SalesSummit | @rajatrocks
LearningLearningCollaborationCollaborationServiceServiceSalesSales
How much more value are your employees generating for you, than they are for
Netflix, Amazon, and Facebook?
#SalesSummit | @rajatrocks
More Engaging
Experience
More Engaging
Experience =
Motivate better performanceDrive better
business resultsCompetitive advantage
BIG DATAon User Activity
BIG DATAon User Activity
LearningLearningCollaborationCollaborationServiceServiceSalesSales
#SalesSummit | @rajatrocks
More Engaging
Experience
More Engaging
Experience
LearningLearningCollaborationCollaborationServiceServiceSalesSales
BIG DATAon User Activity
BIG DATAon User Activity
#SalesSummit | @rajatrocks
+11% revenue per employee
Sales+9%Sales+9%
Service+10%Service+10%
Collaboration+81%
Collaboration+81%
Learning+373%Learning+373%
Drive Real Business Results and a Hard ROI
#SalesSummit | @rajatrocks
More Engaging
Experience
More Engaging
Experiencegamification
LearningLearningCollaborationCollaborationServiceServiceSalesSales
BIG DATAon User Activity
BIG DATAon User Activity
#SalesSummit | @rajatrocks
gamificationunproductivity
entertainment
wasting time
#SalesSummit | @rajatrocks
gamificationperformance
motivation
ROI
#SalesSummit | @rajatrocks
gamificationreward & recognize
measure & motivate
reputation
guide & amplify
loyalty
Motivating People Through Data
#SalesSummit | @rajatrocks
SALESsalesforce.com
#SalesSummit | @rajatrocks
Top Motivators for Sales
1. Compensation
2. Internal Recognition
3. Competition
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
Activities vs. Outcomes• Q: Is it better to motivate Activities:
• Enter title, phone and email for every contact• Keep your pipeline up to date• Share a “Win” story
• or Outcomes?• Hit 100% of your quota in the first 6 weeks of the quarter• Sell a package that includes every product in our portfolio• Close $1 Million in renewals this quarter
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
Engage sales reps in learning how to use the online price book. Typically a grueling 1-day course and hard to get sales reps engaged (they’d rather be selling!).
Results: • After gamifying the training environment, users became so
proficient at using the price book that the company recognized an additional $1 million in profit in a single day
• Over the next seven weeks, the company recognized an additional $8 million in profit
• Cost of training plummeted by more than half because the gamified learning experience now requires fewer people to manage price book training
Fortune 50 Company
LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
#SalesSummit | @rajatrocks
Big Data, Gamification, and the Endlessly Motivated Sales Team
Rajat PahariaFounder & Chief Product Officer
BunchballAuthor, NY Times and WSJ Bestseller: Loyalty 3.0