Call of Sales Duty: Modern Rep Engagement
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Call of Sales Duty: Modern Rep Engagement

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A recent study indicated that 87% of employees are not engaged in their jobs. Learn how you can leverage the principles found in video games to harness the competitive spirit of your salespeople – ...

A recent study indicated that 87% of employees are not engaged in their jobs. Learn how you can leverage the principles found in video games to harness the competitive spirit of your salespeople – making sales fun and engaging.

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  • Engaged: passion and energy <br /> Not engaged: “checked out,” sleepwalking, no passion <br /> Actively Disengaged: busily acting out their unhappiness. Undermine others. <br />
  • Bernard Suits: Playing a game is the voluntary attempt to overcome unnecessary obstacles.
  • Games can even make failure an experience that is not discouraging. 80% of time playing is failing. Imagine Dance Dance Revolution.
  • Feedback in games enforces principles of SDT.
  • Most successful game ever by # of copies sold (143 Million)
  • Meaningful choices. Allow me to be in control of my destiny.
  • Connect to others and know that I matter.
  • Not just taking mechanics from games – as if we can manipulate people like a machine.

Call of Sales Duty: Modern Rep Engagement Call of Sales Duty: Modern Rep Engagement Presentation Transcript

  • Motivate Sales Behavior POWERSTANDINGS
  • 2 What is gamification? Applying game mechanics to a non-game context to promote engagement
  • What are game mechanics? • Badges • Points • Levels • Leaderboards • Boss Fights • Social Interaction • Collections • Teams • Unlocked Content • Virtual Goods • Quests • Challenges • Competition • Chance • Cooperation • Feedback • Turns • Win States • Choices #insidesales View slide
  • What makes game mechanics work so well? Action Consequence Communicated Effect Motivation Real-time Feedback Loops #insidesales View slide
  • Feedback example Cumulative Granular Sustained #insidesales
  • 6 Why should a manager care about gamification? 87% lack passion & energy!!! #insidesales
  • 7 Why are employees so disengaged? #insidesales
  • 8 Meanwhile… the video game industry #insidesales
  • 9 Video games vs Hollywood $1 Billion … in 1 day!!! #insidesales
  • 10 Following the money #insidesales
  • 11 Who plays video games? 58% of Americans (182 Million people) 30 Avg. age Entertainment Software Association 2013 55% Male 45% Female Under 18 (36%) 18-35 (32%) 36+ (32%) #insidesales
  • 12 How much do people play? 6 Million Years!!! #insidesales
  • 13 Who plays video games at work? Information Solutions Group 2007 Senior Executives (35%) White Collar Employees (23%) #insidesales
  • 14 Why are video games so engaging and fun? • Winning • Problem-solving • Exploring • Teamwork • Recognition • Overcoming • Collecting • Social interaction • Progressing • Surprise • Imagination • Sharing • Role Playing • Customizing • Goofing Around • Celebrating • Taunting / teasing • Fun failure #insidesales
  • Competence Relatedness Autonomy Video games satisfy basic human needs #insidesales
  • How do video games satisfy the need for competence? #insidesales
  • How do video games satisfy the need for autonomy? Side Activities • Scuba diving • Golf • Tennis • Basketball • Hunting • Base jumping • Yoga • Darts • Arm wrestling • Cycling • Hiking #insidesales
  • How do video games satisfy the need for relatedness? #insidesales
  • How have video games changed over the years? 1972 2010’s Competence Based Competence, Autonomy, & Relatedness #insidesales
  • 20 Essence of Gamification Video Games Sales Reality #insidesales
  • How does PowerStandings solve engagement problems? Self- determination Theory • Motivation • Engagement • Visibility #insidesales
  • How does PowerStandings solve engagement problems? Autonomy • Throwdowns • Profile • KPIs • Leaderboard images Competence • Standings Bar • Points • Achievements • Challenges • Dashboards • Leaderboards Relatedness • Leaderboards • Throwdowns • Personal Profile • Notifications • Team Challenges #insidesales
  • Meet Mark, Steve, & Brent Mark Littlefield Steve Watts Brent Taylor #insidesales
  • A day in the life Autonomy, Relatedness CompetenceCompetence, Autonomy, Relatedness Competence, Autonomy, Relatedness Competence, Relatedness
  • A day in the life
  • A day in the life
  • A day in the life
  • A day in the life
  • 0 5 10 15 20 25 30 35 40 45 PowerDialer Only Local Presence Only PowerStandings & Local Presence Leads Contacted (100 Dials) + 96%+ 40% How can PowerStandings impact your team?
  • Special Offer Normal Pricing $40 per user / month $1,200 implementation #insidesales
  • Thank you POWERSTANDING S