What is Sales Gamification Software?
Sales gamification software, also called sales competition or sales contest software, allows sales managers to monitor and influence sales performance through competitions, games, and competitive rankings displays. The aim is to motivate salespeople to sell more within a given time frame. Often the competition centers on a particular product or selling to a particular type of customer, depending on the organization’s goals and KPIs.
Stack-ranked leaderboards are the most common and most traditional form of sales team competition, but some software allows for more complex team games, one-on-one challenges, and mini-games for working on individual skills and performance goals. All sales gamification products include game templates (predesigned competitions); more advanced platforms enable managers to design custom competitions, and some, like Hoopla, even allow salespeople to challenge each other to competitions. While customization of sales games can boost engagement and help shape company culture, the amount of content and administration required from sales managers to keep competitions running and interesting is an important consideration for prospective buyers.
Sales Team Motivation: Using a Gamification Platform to Boost CRM Adoption
Sales gamification software is also used to motivate the adoption of new sales technology, particularly CRM systems—if sales reps want their game scores and rankings to be accurate and up to date, they must consistently enter their data into the CRM system that feeds the game. Currently, most sales gamification platforms use a sports-inspired game and display style, designed to capitalize on the social fervor, adrenaline, and running stats we’re used to seeing in athletic news. This is thought to not only inspire the game players themselves, but also create a culture of fandom and community support. In addition to CRM integration (which contributes the performance data), sales gamification software may integrate with social collaboration tools, allowing employees to share/post wins and show public support of team performance.
Sales Performance Reporting & Mobile Gamification Apps
Although metrics may not be displayed in the
usual spreadsheet or dashboard views, reporting is a major function and benefit
of sales gamification software. Sales gamification platforms offer a
centralized sales performance reporting interface, typically through TV
streaming and mobile apps, that is engaging, interactive, and allows reps and
managers to see individual vs. team performance. Mobile functionality is an
important consideration when selecting sales gamification software, and not all
products offer the same level of mobile game interaction. Buyers should ask
about whether users can view progress and statistics, make competition
adjustments, and/or participate in competitions from the mobile app.
Sales Incentive Contests
Sales competition software is sometimes used in conjunction with sales incentive compensation management software and/or a broader sales performance management program. Whereas sales ICM usually has a monetary focus, motivating reps by adjusting their commission and bonuses, gamification platforms utilize game dynamics to heighten competition between salespeople and raise the stakes for improving on personal goals. ICM and gamification features may both be included (and interrelated) in an SPM suite. For example, sales contest results may power the incentive compensation management logic, so that leading sales people (game winners) receive special compensation.
Sales Gamification Software Features & Capabilities
Although each vendor takes a slightly different approach, these are some common features of gamification solutions designed for sales teams:
- Sales contest templates: Includes pre-designed sales competitions based on common sales goals and KPIs.
- Custom sales contests: System administrators and/or players can design customized sales competitions, with different challenges, types of rewards, etc., depending on company culture, goals, and KPIs.
- Team competitions: Enables contests involving groups of employees playing against one another, rather than one-on-one competitions or every rep for themselves (as with a leaderboard).
- Multiple competitions: Allows for multiple competitions of different types to be going on simultaneously; this kind of complexity is especially important for enterprises.
- Contest flexibility: Administrators can make adjustments to competition design, duration, etc. as needed, allowing sales managers to test and modify different competitive dynamics for agile improvement. Also helps keep contests aligned with current company goals.
- Sales rep view: Sales reps have their own profiles/personal view of the platform to monitor performance, progress, and goals. May include mini-games or coaching; often mobile access is important.
- Mobile game functionality: Users can view results or participate in games and contests on their mobile devices.
- Game notifications & updates: Managers and players receive notifications about game developments, game/quota deadlines, and updated competitive rankings.
- Social competition/Game collaboration: There is a social element to the competition; the gamification software allows users to post, like, share, and comment on each others’ wins and losses, or integrates to the company’s social/collaboration channel(s). May also allow non-salespeople to get involved.
- Integration to Salesforce: Pulls sales performance data and details from Salesforce CRM.
- Sales performance reporting: Gamification software reports on individual and team sales results in an engaging, clear, and simple way.
- TV streaming: Results of competitions, along with other motivational and competitive material, can be televised. This may be a matter of digitally displaying the sales performance report (static), or may be more like a news report/continuous content feed.