#gsummit: using gamification to drive salesforce engagement

Using Gamification to Drive Salesforce Engagement

#Gsummit 2013

Bob Marsh

CEO, LevelEleven

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• Live in metro-Detroit

• Married with three kids: 6, 3,

and 4-months!

• Grew up in Orchard Park, NY

– was a big Bills fan!

• College at John Carroll

University outside Cleveland

– played on college golf team

Background

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Background

• 18-years in sales

• Launched beta version of

sales competition app in

September 2011

• Founded LevelEleven in

October 2012

• VC backed, based in Detroit

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Sales managers

struggle to get their

teams focused on the

right things.

• Comp plan rewards sales

• Management and coaching

focused on activities

The Sales Manager Challenge

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The Sales Manager Challenge

Make Calls

Pitch New Products

Find New Opportunities

Close Deals

Follow-Up On Leads

Meet with Clients Advance

Opportunities

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The Vision of CRM

• Perfect visibility into sales

organization

• Stop just tracking orders

• Monitor leading indicators

• If you can measure it, you

can motivate it

Challenges remain with…

• Day-to-day usage

• Motivating the right thing

• Creating energy and

excitement

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What Motivates a Salesperson

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Case Study: ePrize

The Challenge

• Seeks to increase sales leads

• Industry specific success stories

• Less than 50% of Accounts have

Industry defined

• Tried encouragement for months

Jen GrayVP Marketing

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Case Study: ePrize

Industry Quest!

• Complete industry field and get 1

point

• Most points wins

• Daily email leaderboard

Jen GrayVP Marketing

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Case Study: ePrize

Industry Quest

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Case Study: ePrize

The Results

• 60 updated in 2-hours

• 300+ updated end of day 2

• 1400+ updated in 10 days

• 87% of accounts with industry

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Case Study: ePrize

The Grand Prize!

$10 Starbucks Gift Card

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Case Study: Detroit Pistons

Scott HowlandManager, Sales Analytics

The Challenge

• Massive investment in arena

• New product: single game suites

• Available for several months

• Sales team not pitching

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Case Study: Detroit Pistons

Scott HowlandManager, Sales Analytics

Results

• From almost nothing for months

• $500,000 in product sales

• 6-month goal in 6-weeks

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Case Study: Comcast

Todd GoodbinderVP Sales & Sales Operations

The Challenge

• Multi-million investment in Salesforce

• Being used as order tracking tool

• Managers need to use & learn

• Contests run centrally

• Not useful for field managers

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Case Study: Comcast

Todd GoodbinderVP Sales & Sales Operations

Impact

• Put gamification tool in hands of

managers

• Tailor competitions to their teams

• 127% increase in appointments set

per day

• Massive adoption improvements

• Reduced staff turnover

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Bob Marsh

CEO, LevelEleven

(313) 373-5542

bob@leveleleven.com

Twitter: @bobmarsh5

LinkedIn: linkedin.com/in/bobmarsh5

Thank you!