increase sales productivity with a digital leaderboard

The ten key design decisions you need to consider when creating your sales leaderboard

®

Increase Sales Productivity with a digital leaderboard

About Toby Beresford

• 18 years web experience

• Digital Architect, Sky News Social Media Expert, Gamification Guru

• Designed early web CRM systems e.g. pharma sales organisation

• With leaderboarded.com am running leaderboards for inside and field sales for companies with 10 reps up to 450 reps.

@tobyberesfordtoby@leaderboarded.com

The power of leaderboards

My name and photo. That’s me!

My score – how am I doing?

My peers – am I keeping up?

The benefit of leaderboards

• Better sales reps

• Uplift in KPIs. For example:

– 500 new sales meetings in just one day– 4,000 new LinkedIn connections in a month– 60% more sales wins– 29% more pipeline– 320% more record updates

• A well designed leaderboard can drive increased sales productivity across multiple metrics

The world’s best leaderboards

• Google Search – finds the top pages on the internet for any keyword

• Klout – gives everyone in the world a relative score out 100 for their social media prowess

• Football league – enables any team to level up to reach the highest levels of football

THE 10 KEY LEADERBOARD DESIGN DECISIONS

While leaderboards are simple to read, to create them is the result of many design decisions

1. Who are the players?

Individuals Teams

Competition Collaboration

2. What are you measuring?

9

3. How will you display the leaderboard?

Big Screen TVEmbedded on the intranet

Via Social Media Via Email

10

4. How often will you update and announce it?

5. Is the leaderboard hard or soft?

% Quota Achieved

Total Sales

Revenue

% increase

in opportuni

ties added

this week

Total new opportuni

ties added to

CRM

Hard

Soft

CompeteAgainst

Self

CompeteAgainstPeers

MetricsThat

Matter a Lot

Metrics ThatMatter Less

Hard

Soft

6. How long will you run the leaderboardfor?

7. How will you divide the leaderboard? Will you offer progression?

7 contd.. Viewed using filters

8. How will you develop the leaderboard over time?

League Maturity

Game Maturity

Earlier on, game rules and metrics are the focus of change

As the game is accepted, game rules stabilize. Focus turns to new leagues and tournament formats

9. Where will players discuss the leaderboard?

10. How will you offer many ways to ‘win’?

Everyone needs to feel like they could win

About Leaderboarded.com

• Formed in March 2012• Software and Data as a

service, hosted leaderboards

• >3,000 leaderboards• > 1.8m players.

The single platform for digital scorekeeping wherever and whatever the game

Types of sales Leaderboards:• Simple Sales with manual entry• Sales Stars using CRM data• Social Selling with LinkedIn & Twitter• Sales Training using spreadsheet data

Contact Details

Toby Beresford@tobyberesfordtoby@leaderboarded.com