should you implement gamification in channel sales? 5 things to consider first
TRANSCRIPT
Should You Implement Gamification In Channel Sales? 5 Things to Consider FirstBy Katie Propati Customer Success Manager
https://www.linkedin.com/in/katiepropati
@itsmeKatie
Should You Implement Gamification In Channel Sales? 5 Things to Consider First
“With the diverse locations between channel partners, there are some challenges to making sure that sales games are effective.
Ideally, you want to make sure that you are encouraging behavior and fostering good habits that can lead to high value sales.”
Should You Implement Gamification In Channel Sales? 5 Things to Consider First
1. Competition Equals Motivation• A huge motivator for sales reps is competition
amongst each other • Encouraging behavior can lead to repeated
actions, and will net the result that everyone wants: increased sales figure
• If we start out by encouraging behavior, then it becomes a habit to repeat the actions instead of just focusing on the sales results.
Should You Implement Gamification In Channel Sales? 5 Things to Consider First
2. Technology Is Crucial• Since your partner sales reps are not all located
at the same site, it’s imperative that you have a way to track the sales numbers.
• Technology also enables you to provide iterative
rewards and immediate gratification to channel reps.
Should You Implement Gamification In Channel Sales? 5 Things to Consider First
3. Make It Fair For Everyone• With reps spread out across a large geographic
region, and with multiple partner organizations, you’re limited with regards to team competitions
• Build in a ratio of number of reps to the desired
metric, or find another way to level the playing field
Should You Implement Gamification In Channel Sales? 5 Things to Consider First
4. Keep It Interesting• If you perpetuate a contest longer than it’s
usable shelf life, you’re going to lose your partner reps
• Make sure to continue to acknowledge and
encourage all of your channel partner reps when they mirror that behavior.
Should You Implement Gamification In Channel Sales? 5 Things to Consider First
5. …But Don’t Change it Up Constantly
• Let the small contests and daily activities evolve and stay fresh.
• Keep your big contests and games fairly constant. In this way, channel reps can focus on both the daily activities and the overarching goal of sales figures at the same time.
