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Author's profile photo Stefan Funk

Why Should You Care About #Gamification as a Sales Enablement Tool?

/wp-content/uploads/2013/01/game_176815.jpgWhen 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 teams.

Evolving technologies such as mobile, social media and gamification open a complete new area for sales enablement to become more relevant, engaging and drive retention. But why should you care about gamification in particular? What are the key methods to help drive sales success?

Here are two key factors to consider 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. Consider the pros and cons 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. What are their preferences in terms of potential “games” and 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 hype? Look forward to your comments and feedback.

Follow me on twitter: @stefan_funk

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