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


Maksim Ovsyannikov & Joe Ryan Product, Work.com


The Game


The Enterprise

zzzzz…..


What if the Enterprise met the Game?


Gamification – not just for modern organizations


Sales Teams – not new to gamification


What can change the ‘game of sales’


Work.com Demo


Meet The Deal Team

Alicia Account Exec

Josh Design Lead


The Opportunity

A new resort opening up later this year

A $1MM design contract for the common spaces

A chance to win awards


Keith Nealon ShoreTel, VP of Revenue – Cloud Division @ShoreTelSky linkedin.com/company/shoretelsky


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


Our salesforce Landscape

AppFuse


Organizational Readiness

Millennial Workforce Mobile Culture

Constant Collaboration

Instinctive Transparency


Why Gamification for Sales?

50% + Revenue Growth Focus on KPI’s

Competitive Culture

Distributed offices

Employee Engagement


Salesperson Psychology

Competitive Crave Recognition Motivated by Rewards Like to Win

Stack Rank

= Leaderboards Status

= Levels Contests = Games = Points

Commission


Bottom of Funnel

Top of Funnel


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


Business Benefits for Sales

Peer pressure management Integration of teams from multiple offices

More engages sales reps = better performance

Improved Salesforce adoption

Less attrition


Lessons Learned

Take it slow Keep it fresh

Engage remote workers


Josh Aranoff & Kevin Simmons Senior Director, Sales & Technical Productivity

VP, Global Onboarding & Training


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


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


How We Influenced Behavior Leveraged three game mechanics

Badges

Points

Prizes


What We Took Away from the Experience


Demonstration Sales Productivity App


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

How to Harness the Power of Gamification to Drive Sales Reps

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