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 – making sales fun and engaging.

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  • Engaged: passion and energy
    Not engaged: “checked out,” sleepwalking, no passion
    Actively Disengaged: busily acting out their unhappiness. Undermine others.
  • 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

    1. 1. Motivate Sales Behavior POWERSTANDINGS
    2. 2. 2 What is gamification? Applying game mechanics to a non-game context to promote engagement
    3. 3. 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
    4. 4. What makes game mechanics work so well? Action Consequence Communicated Effect Motivation Real-time Feedback Loops #insidesales
    5. 5. Feedback example Cumulative Granular Sustained #insidesales
    6. 6. 6 Why should a manager care about gamification? 87% lack passion & energy!!! #insidesales
    7. 7. 7 Why are employees so disengaged? #insidesales
    8. 8. 8 Meanwhile… the video game industry #insidesales
    9. 9. 9 Video games vs Hollywood $1 Billion … in 1 day!!! #insidesales
    10. 10. 10 Following the money #insidesales
    11. 11. 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. 12. 12 How much do people play? 6 Million Years!!! #insidesales
    13. 13. 13 Who plays video games at work? Information Solutions Group 2007 Senior Executives (35%) White Collar Employees (23%) #insidesales
    14. 14. 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
    15. 15. Competence Relatedness Autonomy Video games satisfy basic human needs #insidesales
    16. 16. How do video games satisfy the need for competence? #insidesales
    17. 17. 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
    18. 18. How do video games satisfy the need for relatedness? #insidesales
    19. 19. How have video games changed over the years? 1972 2010’s Competence Based Competence, Autonomy, & Relatedness #insidesales
    20. 20. 20 Essence of Gamification Video Games Sales Reality #insidesales
    21. 21. How does PowerStandings solve engagement problems? Self- determination Theory • Motivation • Engagement • Visibility #insidesales
    22. 22. 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
    23. 23. Meet Mark, Steve, & Brent Mark Littlefield Steve Watts Brent Taylor #insidesales
    24. 24. A day in the life Autonomy, Relatedness CompetenceCompetence, Autonomy, Relatedness Competence, Autonomy, Relatedness Competence, Relatedness
    25. 25. A day in the life
    26. 26. A day in the life
    27. 27. A day in the life
    28. 28. A day in the life
    29. 29. 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?
    30. 30. Special Offer Normal Pricing $40 per user / month $1,200 implementation #insidesales
    31. 31. Thank you POWERSTANDING S

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