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When looking at traditional sales enablement methods, such as creating brochures, one pagers etc., sales enablement professionals are looking for new, fresh ways for engaging sales.

Evolving technologies such as mobile, social media and gamification open a complete new area for sales enablement being relevant, engaging and drive sales retention. But why should you care about gamification in particular? What are key benefits and how are you driving sales success?

Following 2 key success factors when implementing a gamification strategy:

  1. Define your gamification strategy: Before starting the design and content, you should first think about what you would like to achieve and how you could measure your business impact at the end. Consider pro and contra related to your traditional ways of doing sales enablement. Conduct interviews with your key stakeholders and learn from them how they would like to consume information and how. What are their preferences in terms of potential “games”, how they normally access sales enablement information. Also consider making it “mobile”; sales should be able to access information every time and everywhere.  
  2. Measure you business impact: Once you have launched your “application” make sure you are measuring your impact to the business. Beside traditional metrics such as download rates or users that played the game, also collect feedback on how it helped your target audience closing more deals. This point is especially important when requesting additional funding for your app and defending it against traditional ways of doing sales enablement.

What are your experiences with gamification techniques? Are they relevant for your organization or do you consider them just as another hype?

Looking forward to your comments and feedback.

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3 Comments

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  1. Daniel McCollum

    Having been tasked with building a business case for an internal Gamification drive, I can definitely agree ‘first think about what you would like to achieve and how you could measure your business impact at the end’ is actually the hardest part.

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    1. Stefan Funk
      Post author

      Hi Daniel,

      Thank you very much for your comment. It would be very nice to see, which impact metrics have been defined for other Gamification initiatives. At the end it is finding the balance between engaging people and also showcasing tangible business results.

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