Gamification: Manage Your Sales Leads for Fun and Profit

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Don’t get me wrong: following your sales leads is serious business. Paychecks, cash flow, and your company’s future depend on strong sales. But there’s growing evidence that one of the best ways to inspire a sales team–keep them motivated, aggressive, and hungry–is to feed them some fun.Gamification of CRM

We know that selling has changed in the digital age –  but it’s still about relationships, and that’s what your sales guys and sales gals are working hard to develop. But sometimes a salesperson needs more than rapport to close the sale.

We also know that measuring sales is key for management. Yet, sales analytics – the kind measured in a CRM system – can be instrumental for a sales rep’s success as well. So, we could say that data can help drive sales–especially when you throw a little fun into the mix.

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That’s right, include fun as an inherent part of CRM best practices.

Think about it. Your customer relationship management system can be populated with accurate, data-driven details about your prospects. But if your sales team isn’t inspired to use or maintain that information it’s not going to help you drive revenue.

So why not offer a little extra incentive to your team? It doesn’t have to be something expensive or even all that novel–we’re not talking trips to Hawaii or a earning a guest appearance on How I Met Your Mother. The incentive could be as simple as an atta-boy on your website, or a news release, announcing  your Customer Relationship Master of the Month.

Salespeople love competition. If you assign points for behaviors–best practices you want your team to follow when pursuing leads–you can leverage your CRM into a profit-generating game.

Here are a few suggestions to get you started:

  • Give one point for every follow-up recorded in the CRM system.
  • Give another two points for the results of a call or meeting.
  • Give 10 points if they close a deal.
  • And so on…

At the end of each month, the award goes to the CRM Master of the Month. Sure, it helps if you throw a little extra compensation for the CRMMOTM, but you don’t have to. The will to win, the desire for recognition, the simple pleasure of crushing the competition will likely take over.

Call it the gamification of sales. Call it corny. Call it whatever you want. But it’s a great (and proven) way to manage your sales leads for fun … and for profit.

Listen to our blog as a podcast:

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