12 gamification principles to increase sales productivity and engagement 96dpi
TRANSCRIPT
Featuring Ken Krogue, Founder and President of InsideSales.com and
Chuck Coonradt, author of the bestselling book ‘The Game of Work’
The appropriate amount and type of feedback can only be determined by the
Recipient, never the Giver
•The feedback from the coach must be consistent with the feedback from the
system scoreboard•Reinforce desired behaviors•Big deal out of the good stuff
•Maximize the number of Winners•Games inside the big game•Based on experience, product line•Recognize the most progress
• Allow, But Don’t Force Competition•When I choose to compete, I am pumped and
engaged•When forced to compete, I disengage and seek
justification for not winning
To important people we insist on explaining why.
To unimportant people we simply tell how.
They can tell how we feel about them by the way we talk to them.
When you focus on the science of sales, you achieve breakthrough performance
- Scott Santucci, Principal Analyst, Forrester
“The use of game mechanics and experience design to digitally engage and motivate people
to achieve their goals”
-- Gartner, Inc., April 2014
58%of Americans(182 Million people)
30Avg. age
Entertainment Software Association 2013
55% Male 45% Female
Under 18 (36%)18-35 (32%)
36+ (32%)
Engagement in Game Mechanics
Competence Autonomy Relatedness
Standings BarPointsAchievementsChallengesDashboardsLeaderboards
ThrowdownsProfileKPIsAvatars
LeaderboardsThowdownsPersonal ProfileNotificationsTeam Challenges
Contest vs Promotions
Contest Promotion
Only one winner
Bigger prizes
Compete with others
Anyone can win
Smaller prize
Compete with self
Pilot vs. Non-Pilot Teams• Dials up 88%• Talk time up 80%• Proposals up 86%• Closed accounts up 32%• Over 28 weeks, 150+ reps
1. Clearly defined goals
2. Better scorekeeping
3. More frequent feedback
4. Personal Choice
5. Consistent Coaching
1. Engagement2. Leading Indicators3. Leaderboards4. Contests vs
Promotions5. New Experiences6. Ask Them7. Long term vs short
term
forbes.com/sites/kenkroguekenkrogue.comlinkedin.com/in/kenkrogue@[email protected]
Q&A
www.gameofwork.comhttps://www.linkedin.com/pub/
chuck-coonradt/5/4b5/11aEmail
Address