cloudforce new york - partner theater session

What do you want to motivate?

Using gamification to get your team focused on the right things

xxxx

Make calls

Book Meetings

Pitch New Products

Follow up on Leads

Progress Sales Opportunities

Write Proposals

Solve Customer

Issues

Close Deals

There are many things salespeople spend their time on…

xxxx

And managers often struggle with keeping their teams focused on the right things…

Which change regularly depending on the state of the business.

xxxxThis is one of the key reasons companies make large investment in CRM systems.

Because when you can measure it, you can motivate it.

But…

xxxx

71% of sales managers say most of their salespeople are not using CRM like they want them to

Change Behaviors

Here’s how we’ve applied the concepts of gamification to salesforce.com to

change behaviors that make a difference.

Challenge #1: Email Lead Generation

Goal Targeted email marketing

based on industry

Challenge Only 45% of Accounts have

industry field completed Salespeople understand

value, but don’t prioritize Jen Gray

VP, Marketing & CreativeePrize

Challenge #1: Email Lead Generation

Industry Quest Complete the industry field Get 1 point Most points wins!

Challenge #1: Email Lead Generation

Immediate Results 60 Accounts updated in 2

hours Daily email sent with

leaderboard update 300+ updated by end of day

2

Challenge #1: Email Lead Generation

Final Results 1,400+ Accounts updated in

10 days 87% of Accounts with

industry field completed

Challenge #1: Email Lead Generation

And the grand prize….

Because salespeople are motivated by the

competition more than the prize itself.

$10

Success Stories Keep Pouring in…

#1 Gamification App on the AppExchange