If your organization uses Salesforce, one of the many great features you’ll notice is that it is extremely customizable to your business. With hundreds of apps to choose from, the Salesforce platform can mold itself to support any business, providing solutions that will help drive any company’s growth. Out of all of the categories of apps available on the Salesforce AppExchange, one of the newer concepts to enter the Salesforce ecosystem is Salesforce gamification.
What is Salesforce gamification?
Salesforce gamification is the application of point scoring, contests and competition for activities that are logged in Salesforce. These activities can include actions such as dials, live-connects, in-person meetings, and even proposals issued or opportunities closed. The point of Salesforce gamification is to motivate your team and put emphasis on the most important sales behaviors that will drive deals through the pipeline and increase team performance. It can make monotonous work more fun and helps lead teams to success.
Salesforce gamification can also increase Salesforce adoption and help streamline new hire onboarding. Salesforce adoption is encouraged through the necessity to log activities in Salesforce to participate in contests and attain good scores in comparison to other teammates. Onboarding is streamlined by gamification because new hires have a distinct view of the behaviors necessary to reach their goals.
Each company that decides to boost their performance using Salesforce gamification will need to choose activities that exist in their sales cycle that push opportunities closer to closed/won. These are the behaviors that will be shown on a sales rep scorecard so reps can measure their progress against their behavioral goals.
It is important to choose activities that are “leading indicators” of success. This means choosing actions that lead to success (such as live-connects or proposals issued) but are not necessarily the result of success (such as an opportunity status of closed/won). This helps break down the sales cycle for the reps, making your goals more manageable and guiding the reps through to the close.
Leaderboards are a key component of Salesforce gamification, and can be viewed by anyone inside Salesforce or broadcasted to TVs in a company’s office. These leaderboards show how reps stack up against their peers based on what and how many behaviors they have logged in Salesforce. Reps are instantly motivated when they see a colleague is beating them by a couple of activities displayed on leaderboards around an office, and this competition helps to drive teams to success.
Leaderboards ensure that managers understand when their reps are achieving their leading indicators and where they need improvement. This insight allows managers to step in when necessary, before reps get too far behind their goals.
When reps need some incentive to boost their performance, contests are another aspect of Salesforce gamification that are widely used. After managers pick key behaviors that align with a higher-level goals, they can enter them into a Salesforce app, such as LevelEleven, and build a contest for their reps. Sales reps are inherently competitive, and contests tap into that competitive nature to drive reps a little bit further. Each rep’s standing in a contest is shown on the leaderboards for managers and reps to see their stack ranking against the rest of the team.
Salesforce gamification is a tool that can benefit many teams… and it just flat out works. It can help you and your team:
- Motivate certain activities and behavior
- Apply proven principles to your sales team
- Increase sales CRM adoption — determine which phase you’re in and how Salesforce gamification can help move you forward
- Attain high-engagement of sales reps
- Onboard newly-hired reps in a fraction of the time
Request a demo or check out how Salesforce gamification can impact companies and increase teams’ productivity with contests, scorecards, splashes, leaderboards, and more: