increase sales productivity with a digital leaderboard
DESCRIPTION
Presentation given as part of BrightTalk webinar on using leaderboards in a sales context. I outlined the 10 key design decsions you need to take into account when planning your sales leaderboard.TRANSCRIPT
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.
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
