While sales revenue is where the results are, the activities that lead to sales are a rich target for sales gamification.
Providing weekly feedback on performance, simplified as a single score and compared against peers, can give sales reps the information they need to tune their sales activity to match that of their peers, and sometimes outperform them.
Traditionally sales managers tracking sales activities might use a spreadsheet which they then circulate weekly. In modern sales organisations the tracking is done using a CRM report.
However in both cases, the report (whether spreadsheet or CRM report) usually fails to format the feedback in a way which engages the rep. It fails to tell them a story. I've written in more detail on this in this article How to Unlock Continuous Sales Development Improvement.
A Rise.global scorebook instead offers the ability to reformat numerical sales activity feedback as a single, engaging score, compared with peers and rendered as a personal scorecard. Time after time we've seen this approach to giving numerical feedback actually motivate reps to change behaviour.
An individual sales scorecard as seen using the rise.global Chrome theme
A sales team leaderboard combining three sales activity metrics to create a weekly index.
Step by Step guide
Step 1
If you haven't already, you'll need to Sign Up to rise.global. Now you can go to New Scorebook and create a Weekly Index Leaderboard on your Rise account.
Step 2
Name your metrics. I've used Leads, Emails and Calls as mine but you can choose whatever is relevant to you. The template starts with three, you can, of course, add and remove metrics as you need. Go to Settings - Score Algorithm to configure the metrics as you want.
You'll also notice, if you edit the Total Score Settings that the ranking algorithm is set to the relative ranking algorithm. This gives players a score based on where they rank for each metric, not on the metric itself - this allows you to combine different types of metrics really easily.
Step 3 (Optional)
Decide how to uniquely identify your players - you can use the default "Name" but if you have two John Smith's (or are likely to have in future) you'll get into trouble. Generally Email is a better unique identifier. To change your player identifier to email go to Settings - Player Source.
Step 4
Add your players. If you use email address, twitter or a URL as the unique identifier then Rise will go and find a profile picture for you, otherwise you'll need to add their photo. You can have a leaderboard without photos (Settings - Theme) but it's much more engaging with them and definitely worth the effort.
Step 5
Add data entries. You can manually enter the data or import from a spreadsheet CSV file. I recommend you start by doing this manually as it helps you understand exactly how Rise scorebooks work. When you're looking to automate this in future, then check out the Zapier app which allows you to pull data from most online CRMs.
Step 6
Generate a bulletin. This is where the magic happens and a score is calculated for each player based on the week's activity.
Step 7
Share the bulletin. You can now share the bulletin with your team
- email everyone a link to the leaderboard on the website,
- share a link to this week's bulletin on your sales team slack channel
- subscribe your reps to an email and send out as a personalised email with their weekly score,
- display it on a big screen TV in the office
- embed it on an internal intranet site.
Bear in mind that this approach to sales gamification works better than having an always on dashboard that no-one remembers to look at - this is because you are creating a weekly "news event." It's like having your own weekly "ta-da!" moment. So give it some fanfare!