Game On! Why Top Sales Teams will Coach & Gamify in 2013

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Cash incentives alone are not sufficient to drive sales force adoption of critical behaviors, tools, and training. Leading sales organizations are turning to "gamification" - the integration of game dynamics – to enhance coaching plans and foster salesperson engagement, and create a culture of constructive competition.

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  • What is coaching, why do we do it, what is needed for a successful program
  • Jason on who is comcast how comcast implemented their coaching program
  • Giles: Benefits of a systematic approach, not just crm data, or metrics, its skills too, level scoring for an objective rating across the sales force, centralized reporting, tracking the process is workingJason to comment
  • Giles: gamification 101, strategic incentives to drive adoption and engagement on your development planJason to comment
  • Game On! Why Top Sales Teams will Coach & Gamify in 2013

    1. 1. Sales Management Association WebcastGame On! Why Top Sales TeamsWill Coach & Gamify in 201329 January 2013Presented by #ccw129 © Copyright 2012 The Sales Management Association.
    2. 2. About The Sales Management Association A global, cross-industry professional association for sales operations and sales management. Focused in providing research, case studies, training, peer networking, and professional development to our membership. Fostering a community of thought-leaders, service providers, academics, and practitioners. © 2012 The Sales Management Association. All rights reserved. Slide 2
    3. 3. Setting the Stage: Coaching and Gamification• Manager effectiveness• Engaging with data• Productivity 3 © 2012 The Sales Management Association.. All rights reserved. Slide 3
    4. 4. Today’s Speakers: Welcome Jason and Giles Join the discussion on Twitter #ccw129 4 © 2012 The Sales Management Association.. All rights reserved. Slide 4
    5. 5. Sales Management Association WebcastGame On! Why Top Sales TeamsWill Coach & Gamify in 201329 January 2013Presented by © Copyright 2012 The Sales Management Association.
    6. 6. A recipe for successful coaching and performance managementSales Performance Ingredients: • Sales ManagerManagement • Sales Rep • Process • Metrics Directions: 1. Align results with activities and skills 2. Evaluate existing team 3. Develop plan 4. Socialize
    7. 7. Getting Started How do organizations get started with coaching programs for sales? What was Comcast‟s experience? #ccw129 © 2012 The Sales Management Association. All rights reserved. Slide 8
    8. 8. About Comcast Communications - Information - Entertainment Cable Communications Cable Networks Broadcast Film Parks Other9
    9. 9. About ComcastComcast Cable Communications Comcast Business Services o 22.3 Million Video o Over $2 Billion In Revenue Customers o 30% Growth o 18 Million Internet o 1,800 Sales Professionals Customers o Five Sales Channels: o 100,000 o SMB oCell Back Haul Employees In 39 /Carrier States o Enterprise o National oPartner o $37.2 Billion In Accounts Revenue10
    10. 10. Coaching to Drive Productivity Continuous Focus on Sales Management o Significantly reduces the time and cost for Sales Management to effectively coach o „Moving the middle‟ has significant impact on revenue production Driving positive change with a tool that is o Easy o Holistic o Visual 11
    11. 11. Evolution… Credibility in a virtual community Motivation on a National Scale12
    12. 12. Sales Coach History o Launched Sales Coach trial in late 2011 within SMB and Enterprise sales channel in 2 beta markets. o Completed launch in under 90 days. o 21 Regions o 2,500 users o Easy adoption of an application. o Easy to deploy o Easy to use by the sales teams o Provide immediate benefits to the end user o Fast13
    13. 13. Additional Benefits of Coaching Programs© 2012 The Sales Management Association . All rights reserved Slide 14
    14. 14. Sales Development Plan: Sales Rep A Leads followed up 5 4 Discount level Opportunities generated 3 2 1 Top Performers Sales Rep A 0 Quotes generated Learning Relationship building Call Prep #ccw129
    15. 15. Gamification© 2012 The Sales Management Association . All rights reserved Slide 16
    16. 16. MySalesGame
    17. 17. Questions and Discussions Our presenters take questions from the webcast audience. © 2012 The Sales Management Association. All rights reserved. Slide 18
    18. 18. Q1: Do firms need new skills to “gamify?” Do organizations need new skills in order to create “gamified” performance management? © 2012 The Sales Management Association. All rights reserved. Slide 19
    19. 19. Q2: Should you include other departments? Should sales support (or other contributing departments) be included in the effort to gamify? © 2012 The Sales Management Association. All rights reserved. Slide 20
    20. 20. Q3: Can gamification drive new initiatives? Can gamification be used to drive adoption of a new process or initiative, rather than simply enhace performance for existing ones? © 2012 The Sales Management Association. All rights reserved. Slide 21
    21. 21. Q4: How do you determine rewards? How do you deermine effective non- cash rewards associated with gamification? © 2012 The Sales Management Association. All rights reserved. Slide 22
    22. 22. Get Started! Learn more about CallidusCloud Coaching & Gamification Solutions: http://www.calliduscloud.com/products/spm/ http://www.calliduscloud.com/products/sales-gamification/ Additional Questions? Contact Us At 1-866-812-5244 or email us at info@calliduscloud.com. © 2012 The Sales Management Association . All rights reserved Slide 23

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