Let’s face it: Being in sales isn’t for the thin-skinned.
Between meeting quotas, hitting goals and the overall daily grind, it can test even the strongest of wills. And, like with many other careers, there’s a bit of repetition that can dampen enthusiasm over time — especially when it can take weeks or months to turn a lead into a customer.
But it turns out there’s a way to keep you and your team engaged: Gamification.
What is Gamification in Sales?
Gamification isn’t mere fun and games (although, it kind of is).
Gamification is a proven psychological framework that drives the development of specific behaviors.
While this framework is suited for virtually every role, it’s especially potent for sales reps because it taps into the traits that can appeal to them most:
- It motivates through competition
- It awards achievement
- It recognizes instant wins
Believe it or not, 95% of employees prefer a gamified work experience!
The Benefits of Sales Gamification
It’s not just about winning. It’s about rewarding those who follow your sales process to a “t.”
When you gamify sales, you get:
- Desired results, like more calls or follow ups
- Specific warranty sales, like bundles or those with higher margins
- Enhanced data quality by logging every activity in your CRM
And when you put it altogether, everyone wins.
What Can Be Gamified?
Anything and everything. Our extended warranty sales CRM comes with custom reporting capabilities, after all.
But to start, we suggest using the metrics that appear by default in your Call Center Daily Totals:
- Total dials
- Responses
- Quotes
- Sales
- % Closing
- Cancels
- Revenue Per Sale (RPS)
- Avg. Paid In Full (PIF)
- Avg. Cost
- 12-Month Financing %
- PIF Close %
- Total Deal Sold Today
- Pending/Paid Statuses
You can track all of the above without any calculations because each is updated automatically, in real time.
Sales Gamification Idea #1: Start Slow
Sales, of course, is a numbers game. And the more numbers you call, the more sales you’ll make.
After all, only 2% of sales are made on the first contact, and 80% of sales can take anywhere from 8-12 touchpoints.
Run a report to see how many calls each sales rep has averaged per day over the past month. Use that as your benchmark. You could then award five bonus points for each call above the goal. 25 points doubling their output, etc.
Remember: The point totals don’t matter. The total number of calls does.
You can keep things fresh by rotating categories, like number of quotes generated, once your team buys into the gamification process.
Suggested Reward: Since you’ll be dialing more, offer a pair of expensive headphones so your winner can crank up the volume on their favorite songs.
Sales Gamification Idea #2: Quote-to-Sale
Yes, you need to make calls. But not all calls have the same odds of succeeding — and you shouldn’t necessarily reward what amounts to wasted time.
That’s why recognizing those with high quote-to-sale ratios deserve a special shout out.
It could be that the stars aligned for them that day or week.
But if they’re constantly leading this category, they’re probably doing something different. Maybe they’re better at establishing a connection. Maybe they’re using stories when they’re selling. Maybe they’re using queues more strategically.
Whatever it is, gamifying this category provides a learning opportunity for those who seem to work harder rather than smarter.
Suggested Reward: For being mindful of their efforts, a gift certificate for a massage or other calming experience.
Sales Gamification Idea #3: Revenue Per Sale
There’s no such thing as a bad sale. But there is such a thing as a great sale. We mean the kind of sale that can push someone into another tax bracket.
And those sales are ripe for gamifying.
Go through your policy types, figure out which have the highest profit margins and make those the collective “White Whale” everyone should chase for a day (or a week).
Why?
It encourages reps to upsell by focusing on higher priced plans. And if you really want to spice things up, you can award bonus points for every Paid In Full (PIF) sale.
Suggested Reward: Recognition as a “High Roller” and a comped dinner for two at a ritzy restaurant or a bottle of 30-year vintage wine.
Sales Gamification Idea #4: Save the Day
It’s so much easier to keep an existing client than to win a new one. It’s more profitable, too.
While you never want to lose a customer, you might not be putting as effort into saving them as you should. On average, a shocking 65% of revenue can usually be attributed to just 8% of your most loyal customers!
Here’s what we recommend:
- Read our blog on stoppin cancelations in their tracks
- Award those who are most successful in retaining clients
Suggested Reward: “Save the Day” tickets to a sporting event or concert.
Sales Gamification Idea #5: Micro Missions
If you play games on your smartphone, you’re undoubtedly familiar with “Daily Quests.” While they can be cumbersome, they typically come with a sweet bonus to help you advance.
So, why not apply the same concept with a few CRM-driven Missions of the Day? For example:
- Reach out to a cold lead
- Make 10 calls before 11am
- Send five follow-up emails
Make the activities whatever you want. The beauty of them is they can be as diverse as you want. And since each activity must be logged to get credit, you can see who achieves them first!
Suggested Reward: Speed is of the essence here. A sporty new pair of shoes should fit the bill.
Sales Gamification Idea #6: Trifectas
While micro missions are focused more on speed or volume, the trifecta is focused more on completing a specific combination of activities.
One possibility:
- Make a sale
- Prevent a cancel
- Have someone pay in full
Doing all the above requires a rounded skillset — one that should be rewarded accordingly, given the relative rarity of completing all three in a given day.
Suggested Reward: Think big, like an extra day of PTO.
How To Make Gamification For Sales a Success
Don’t Do It Just to Do It. Whatever you gamify should support a specific business goal.
Celebrate Often. Just because you set a goal doesn’t mean you’ll reach it. Be realistic. Send funny emails. Provide encouragement. Even when you fall short, there are lessons to be learned. Embrace them. Teach them.
Welcome Feedback. Your sales reps will have suggestions on how things can be tweaked to make their participation more meaningful. Encourage them to let you know what they like and what they would change.
Demo Our CRM. You’ll see how easy it is to make your bottom line the real winner.
