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The adoption of CRM applications has been shown to dramatically enhance sales performance and increase company revenue. However it is frequent that sales people resist incorporating these tools into their everyday work tasks. This is often a conflict between sales manager and sales representatives with the Salesforce automation systems (SFA) like salesforce.com that store, and centralize data and statistics online.

Gamification for leveraging data entry into the sales force automation system

One of the application of Nitro, created by Bunchball, as an enterprise gamified tool is with the CRM system: salesforce.com, in order to support improved CRM adoption and usage. Based on the natural trend of Sales people to be highly competitive Nitro is embedded in the SFA.

All the ingredients of game mechanics are used by Nitro for Sales forces.

As in a game, anytime you act, you receive instant feedback. Positive feedback reinforces good behavior, strategy and tactics, while negative feedback enables you to learn quickly and adjust.

Nitro displays in real-time how individuals and teams are performing. Progress can be tracked and communicated in real-time, both immediate and over longer time periods.

The goals are set-up by the sales manager and can be designed to ensure that employees are focused on them. Progress can be tracked toward all goals, and real-time feedback provides small wins on the way to larger wins.

 

 

Individuals compete on leaderboards for most points earned, biggest deal closed, and highest % of quota

 

 

 

Every goal that the sales manager creates has a corresponding badge that displays on the user’s profile page.

As you earn points, you level up, and that unlocks additional points and other benefits.

Beyond individual competition, Nitro for Salesforce can rank teams of salespeople based on their collective performance. Teams compete against each other on leaderboards.

Gamification has proven to be a solution for motivating representatives and key account managers in order to make the adoption of the CRM system easier, improve quality and accuracy of the data entered into the SFA and boost participation. The individual motivation is the basis for:

  • Getting employees to follow rules and conduct business according to standard operating procedures.
  • Motivating employees to embrace change rather than oppose it.
  • Fostering company-wide collaboration to support sales effort by improving communication and understanding between team members and departments in this case particularly between the marketing and sales departments.

Comments

February 25 March 27, 2013 - 1:54 am

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