Sales Gamification: How to train your team using technology

Sales Gamification: How to train your team using technology

February 11, 2021 12:00 AM

The key to a company's success is a well-trained sales team.
After all, it is salespeople who relate to customers, listening to their needs and connecting them with the company's solutions for closing deals. But in many companies, keeping the sales team trained is a big challenge.
And this is usually because traditional methods like the classroom are not engaging your team very well. That is why more and more organizations are using technology to their advantage.
If you want to understand the impact of gamification on companies, imagine a scenario where your team's sales goals become irresistible challenges and each employee applies himself in the search for results with total commitment, vibrating with each result.
When it comes to gamification, the first image that comes to mind involves applications, platforms and digital tools with game mechanics.
However, gamifying goes far beyond technology, as it involves design focused on experience, engagement and interaction.
The implementation of this methodology varies according to your business model and segment.

                                            Gamification in Training beyond technology

In essence, gamification does not depend on the digital world, as it is possible to define objectives, offer feedback and create challenges without using virtual resources.
In reality, “gamification is 75% psychology and 25% technology”, according to specialist Gabe Zichermann. In his book Gamification by Design (O'Reilly Media, 2011), written in partnership with Christopher Cunningham, he argues that the success of gamification lies in appealing to human needs.
Of course, technology can enhance some experiences, but the key is the ability to awaken motivation through challenges with an engaging narrative and immediate rewards.
In general, it is necessary to create an environment of competition and / or cooperation to challenge your employees to meet their goals.

                                                     Basic principles of Gamification

Now that you have understood the essence of the method, it is necessary to know the basic principles of gamification in companies to begin to structure their strategy:

1) Define the learning objectives
Every training gamification strategy begins with the definition of objectives, properly aligned with the company's learning goals and purpose. To do this, you need to answer the following questions:

  • What is the final result to be achieved by the participant at the end of the process?
  • What does it mean to “win” in this game.
  • What do you want the employee to know and feel at the end of the training?

Of course, gamified training must revolve around the challenges, obstacles and issues relevant to the business.

2) Create an adventure
Storytelling is one of the main secrets to the magic of games, which basically means telling a good story to captivate participants. This is because analogies are the best way to fix content and make people remember what they have learned.
Therefore, it is not enough to create a mechanic for training: it is necessary to imagine a specific universe, with its own characters, symbols and figures.
For example, employees can choose avatars to represent them, compete for badges at each stage of the competition or complete epic missions throughout the process.
Another tip is to use the famous “hero's journey” for the training narrative, which leads the participant to overcome obstacles to achieve their goals.

3) Establish the mechanics and rules
To gamify the training, you need to create mechanics and rules that allow the gradual progress of employees, with constant feedback on their achievements.
There are numerous ways to do this, but some of the most common elements are:

  • Point systems with classification of participants according to performance;
  • Different levels that can be achieved according to experience and accumulated points;
  • Distribution of badges or badges according to the employee's actions;
  • Combination of individual and group challenges (competition and collaboration);
  • Recognition awards for the best placed at the end of the process.

All of this can be applied in a face-to-face activity, using only a whiteboard or simple materials like paper and pen.

4) Feedback system
This is one of the most important elements of gamification in companies, as it keeps employees motivated to participate and solve problems. Each action should generate a reaction, causing salespeople to interact with the system at all times.

5) Voluntary participation
Games have the exceptional power to motivate people to participate voluntarily, setting the goal like no other model.
The differential of gamification in companies is precisely the incentive for employees to feel like interacting.

6) Measure the results
Whatever your gamification strategy, it is essential to measure the results at the end of the training.
To do this, you must establish performance indicators that adapt to the chosen format, which may involve individual and collective results.
A good option is to conduct surveys or assessments after the training, or to observe the impact on the KPIs of the trained team.

Although gamifying training without technology is absolutely feasible, it is clear that this creates some difficulties in obtaining information and measuring ROI.

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