Rajat Paharia - Sales Performance: Big Data, Gamification, and the Endlessly Motivated Sales Team
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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/rajat-paharia Session Overview Gamification isn’t about games – it’s about sales results. It’s about measuring and motivating, setting goals, tracking progress, and rewarding performance. Gamification can drive the behaviors in your sales team that will help the business to be successful, and at the same time, it can drive non-sales employees to participate and support the sales team by providing leads, social media outreach, timely information and thoughtful collaboration.
Transcript of Rajat Paharia - Sales Performance: Big Data, Gamification, and the Endlessly Motivated Sales Team
#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
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gamificationunproductivity
entertainment
wasting time
#SalesSummit | @rajatrocks
gamificationperformance
motivation
ROI
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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
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LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
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LearningLearning
CollaborationCollaboration
ServiceService
SalesSales
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LearningLearning
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SalesSales
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LearningLearning
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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
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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
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LearningLearning
CollaborationCollaboration
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#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
