DISCOVER HOW SALES COLLABORATION SOFTWARE CAN IMPROVE YOUR SALES METRICS
With the sales team being at the forefront of your company’s success, it is critically important to strengthen their abilities and equip your sales reps with tools to help them perform as productively as possible. The turn and burn approach will not work for the companies with longer sales cycles and more complex products. That is why the management needs to devise a way to get the sales team more collaborative. Gamification is one of the techniques of sales collaboration. Over 40% of global 1000 businesses have applied gamification as the primary mechanism to transform business processes and this number is likely to increase. Let’s face it, salespeople are very competitive and gamification is a great way to exploit this valuable trait.
How gamification works in sales?
Gamification is one of the most trending topics in business. To put it simply, it means transforming the challenging sales process into a fun game. Gamification is the application of game elements and mechanics into a non-game environment. To stimulate your salespeople, certain aspects of gamification have been used for quite a while. Having leaderboards or prizes for the best-performing sales representatives are the most common examples of how most business gamify their sales teams. Let’s explore the most efficient gamification techniques to boost your sales team’s effectiveness that your company will definitely appreciate, especially if the whole gamification campaign can be managed in real time with CRM software.
Encourage sales reps to compete against each other
Taking into account that your sales representatives are competitive by nature, it becomes obvious that running a contest is one of the best ways to boost their passion and persistence in a constructive manner. Providing rewards for the sales professionals who accomplish specific objectives in the contest is extremely important. Obviously, the primary objective of your “gamers” is closing more deals, however financial rewards should not be the main focus once the deal is closed. During the contest, your sales representatives will explore the limits of their skills and have the opportunity to see how they stack up against their colleagues. Your salespeople will be fueled by the competition itself. The prizes may include special bonuses, points, levels or privileges. Nevertheless, approval and recognition of their colleagues is equally important. Your sales department can use sales collaboration software as a communication platform where the best performing employees can share their successes and get the well-deserved recognition. For instance, CRM applications like bpm’online are equipped with personal social network. The sales team can use enterprise social network (ESN) to share their achievements and the others will be able to like and comment on these posts.
Motivate sales reps to compete against external adversary
Vast amount of businesses base their sales collaboration strategy on the friendly competition within their sales department. However, establishing an outside goal can transform your sales professional into an actual team united by a single vision of beating the external competition. To put it in sports terms, motivate your team to win the championship instead of determining the best player. That way, your sales reps will be encouraged to share knowledge and valuable tips among each other. For example, appropriate sales collaboration software is able to provide an extended knowledge database where your sales forces can have access to various educational articles, FAQs, document templates and various presentations. Such knowledge database will be an excellent tool to upgrade your sales team and let them focus on the leads and competition.
Employ analytics as a gamification metrics
Analytics is widely considered as a spy agent by many sales professionals. Sometimes they like to keep the progress of their opportunities and every aspect of the sales process a secret. Only when the deal is closed, the sales professional comes out victorious. Luckily, there is a way out – the companies can use transparency to the benefit of their business with accurate reports. Advanced analytics within the systems like bpm’online can pick and measure specific tasks or activities along the sales process to serve as a leaderboard for your contests. Analytics adds a layer of gamification to your sales process as you set the indicators to track specific metrics:
- The number of successful calls
- The number of successful meetings
- The level of engagement on social media
- The amount of leads generated through different communication channels
And so forth, the list can go on. The users can customize analytics to receive an in-depth evaluation of each individual sales professional and team’s overall performance. The businesses will definitely benefit from such metrics, as they will be able to monitor the progress of any project in the company and keep the competitive spirit. You will be able to set up any crucial dashboards and evaluate the performance of the sales professionals with accordance to the indicators you set and compare the success of these activities with previous periods. Such precise insight gives businesses the opportunity to detect the most productive sales reps and the weak links in your sales department that require additional education and attention.
You can find more information about sales collaboration software here – https://www.bpmonline.com/crm/sales-collaboration. At the same time, you need to remember that sales collaboration software is an irreplaceable gamification tool that improves the productivity of your sales department and lets companies use their CRM systems in a more creative way. It provides your team with the most powerful tools in order to create a competitive environment where your employees are encouraged to communicate and share new ideas with each other. The sales reps instantly get feedback on any activity, which helps them better understand the key operations of your business. Nevertheless, business owners need to realize that the sales collaboration software is only helpful if it is applied correctly.