cloudforce new york - partner theater session
DESCRIPTION
Here's the presentation we shared at Cloudforce New York in October 2012. Shares the background on why companies use gamification within salesforce.com to motivate their teams, and a few case studies.TRANSCRIPT
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