Traditional methods of motivating sales people won't be as effective in 2014. Gamification is real, it's powerful and it's here to stay. Learn how you can take your sales results to the next level by using gamification, leaderboards and sales competitions!

1. Build
sales heroes.
@SpartaSales
#buildsalesheroes
spartasales.com

2. Agenda
1. Why traditional methods of sales
motivation will be less effective in
2014
2. Why competition and gamification
are truly powerful motivators
3. How to get started with sales
competitions

3. @SpartaSales
#buildsalesheroes
spartasales.com
‘Sales Gamification’ is truly
powerful and is here to stay in
2014!

4. ‘Traditional’ Sales Motivation
1. Based 100% on cash, commissions
and bonuses.
2. Assumes sales reps are only
financially motivated.
@SpartaSales
#buildsalesheroes
spartasales.com

5. BUT…
Extensive research has shown that cash is not
the #1 driver of sales performance.
SOURCES:
http://theirf.org/research/content/6085642/rewards-and-recognition-as-a-vital-compensation-component/
http://work.com/blog/2013/04/what-motivates-sales-people-survey-results-from-the-tas-group/
@SpartaSales
#buildsalesheroes
spartasales.com

6. SOURCES:
http://work.com/infographics/how_to_motivate_sales_people
In addition…
1. 39% of sales reps don’t feel
appreciated at work.
2. 50% fewer sales people are money-
motivated compared with 5 years
ago.
3. These methods often don’t engage
the “middle performers”.
@SpartaSales
#buildsalesheroes
spartasales.com

7. So what?
1. 63% of “what motivates sales
people” is non-cash based.
2. Recognition and a desire to win
combined are more powerful than
cash-incentives.
3. BUT…. 99% of sales motivation is
focused on cash-based incentives.
—> THIS IS A PROBLEM!!!
@SpartaSales
#buildsalesheroes
spartasales.com

8. What is ‘Sales Gamification
anyway?’
• In short, sales gamification is the use of “game
mechanics” in order to boost results on the
sales floor.
• The most common tools used to drive
gamification are sales competitions, badge
systems and leaderboards.
@SpartaSales
#buildsalesheroes
spartasales.com

9. Why does Gamification
work in sales?
1. Real Time Feedback
2. Transparent and Clear Goals
3. Your A-grade and B-grade reps
4. Recognition & Mastery
Gamification drives:
@SpartaSales
#buildsalesheroes
spartasales.com

10. Real Time
Feedback
• By using leaderboards and gamification software - reps can
be positively reinforced (with points, badges etc) for their
behaviours in real time - which drives increased activity
levels.
• Conversely, when reps don’t perform, real time feedback
helps to correct undesirable behaviours.
@SpartaSales
#buildsalesheroes
spartasales.com

11. Transparent Goals
• Leaderboards, sales competitions and gamification are
really good at building in transparent and clear paths
towards achieving goals.
• Instead of dull and boring quotas, reps can “visualise” the
path to success, through activities and outperforming their
peers.
@SpartaSales
#buildsalesheroes
spartasales.com

12. Recognise superstars
and middle performers
• Sales competitions generally favour the top sales reps in an
organisation and many organisations suffer because of it.
• If the same reps win time and time again, middle performers won’t
be motivated to perform.
• Instead, gamification and sales competitions can be used to
motivate the “middle 60%” - which can truly move the needle.
• An example: Inside an organisation, there are a handful of reps
that could win a “cash-based competition” - but any rep could win
a “most meetings booked” competition.
@SpartaSales
#buildsalesheroes
spartasales.com

13. Recognition &
Mastery
• By rewarding performance and recognising those who are
performing well - competition and ramification can foster
personal development and a desire to “master the craft”
amongst your reps.
• Everyone wants to feel like they’re appreciated at work -
and diverse competition and points-driven gamification can
help to achieve that across an organisation.
@SpartaSales
#buildsalesheroes
spartasales.com

14. Sales Gamification
Summary
1. Cash is not always the best way to
drive rep performance.
2. Reps are often driven by intrinsic
motivators such as personal
development and a desire to
outperform others.
3. Try using competition today to drive
motivation, energy and results on
your sales floor!
@SpartaSales
#buildsalesheroes
spartasales.com

15. Getting Started with Sales
Gamification
• If you’re looking for an easy way to get started
with sales competitions, try Sparta at
www.spartasales.com .
• If you’re running on Salesforce - there are
plenty of vendors currently available on the
App Exchange.
@SpartaSales
#buildsalesheroes
spartasales.com