Rajat Paharia - Sales Performance: Big Data, Gamification, and the Endlessly Motivated Sales Team
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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/rajat-paharia Session Overview Gamification isn’t about games – it’s about sales results. It’s about measuring and motivating, setting goals, tracking progress, and rewarding performance. Gamification can drive the behaviors in your sales team that will help the business to be successful, and at the same time, it can drive non-sales employees to participate and support the sales team by providing leads, social media outreach, timely information and thoughtful collaboration.
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Rajat Paharia - Sales Performance: Big Data, Gamification, and the Endlessly Motivated Sales Team
- 2. #SalesSummit | @rajatrocks Big Data, Gamification, and the Endlessly Motivated Sales Team Rajat Paharia Founder & Chief Product Officer Bunchball
- 3. #SalesSummit | @rajatrocks Customer loyalty drives profitability and growth Customer satisfaction drives customer loyalty Value drives customer satisfaction Employee productivity drives value Employee loyalty drives productivity Employee satisfaction drives loyalty Employee engagement drives employee satisfaction Putting the Service-Profit Chain to Work HBR OnPoint, 2000 Clearly, your employees are your most important asset.
- 4. #SalesSummit | @rajatrocks know more about your employees than you do.
- 5. #SalesSummit | @rajatrocks BIG DATA on User Activity More Engaging Experience =
- 6. #SalesSummit | @rajatrocks LearningCollaborationServiceSales How much more value are your employees generating for you, than they are for Netflix, Amazon, and Facebook?
- 7. #SalesSummit | @rajatrocks More Engaging Experience = Motivate better performance Drive better business results Competitive advantage BIG DATA on User Activity LearningCollaborationServiceSales
- 8. #SalesSummit | @rajatrocks More Engaging Experience LearningCollaborationServiceSales BIG DATA on User Activity
- 9. #SalesSummit | @rajatrocks +11% revenue per employee Sales +9% Service +10% Collaboration +81% Learning +373% Drive Real Business Results and a Hard ROI
- 10. #SalesSummit | @rajatrocks More Engaging Experience gamification LearningCollaborationServiceSales BIG DATA on User Activity
- 13. #SalesSummit | @rajatrocks gamificationreward & recognize measure & motivate reputation guide & amplify loyalty Motivating People Through Data
- 15. #SalesSummit | @rajatrocks Top Motivators for Sales 1. Compensation 2. Internal Recognition 3. Competition Learning Collaboration Service Sales
- 20. #SalesSummit | @rajatrocks Activities vs. Outcomes • Q: Is it better to motivate Activities: • Enter title, phone and email for every contact • Keep your pipeline up to date • Share a “Win” story • or Outcomes? • Hit 100% of your quota in the first 6 weeks of the quarter • Sell a package that includes every product in our portfolio • Close $1 Million in renewals this quarter
- 28. #SalesSummit | @rajatrocks Engage sales reps in learning how to use the online price book. Typically a grueling 1-day course and hard to get sales reps engaged (they’d rather be selling!). Results: • After gamifying the training environment, users became so proficient at using the price book that the company recognized an additional $1 million in profit in a single day • Over the next seven weeks, the company recognized an additional $8 million in profit • Cost of training plummeted by more than half because the gamified learning experience now requires fewer people to manage price book training Fortune 50 Company Learning Collaboration Service Sales
- 29. #SalesSummit | @rajatrocks Big Data, Gamification, and the Endlessly Motivated Sales Team Rajat Paharia Founder & Chief Product Officer Bunchball Author, NY Times and WSJ Bestseller: Loyalty 3.0