Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

10 Do's and Don'ts for Developing an Effective Game-based Sales Reinforcement Program

300 views

Published on

It’s one of the dirty little secrets of sales training: Your reps will forget most of the information relayed to them in just a matter of days.

What experienced sales enablement professionals understand is that sales reps must be able to apply that knowledge to fully encode it into memory and drive the necessary behavior changes.

The good news? A new breed of game-based, sales enablement application, optimized for both engagement and long-term knowledge retention, is quickly becoming a must-have for forward-thinking companies.

For anyone considering investing in a reinforcement solution, our latest Qpaper offers a list of must-do’s (and a few don’ts…) to get the optimal benefit for your reps, and your bottom-line.

Published in: Sales
  • Be the first to comment

  • Be the first to like this

10 Do's and Don'ts for Developing an Effective Game-based Sales Reinforcement Program

  1. 1. 10 Do’s & Don’ts for Developing an Effective Game-based Sales Reinforcement Program Tips for Getting Premium Value for Your Sales Force & Your Bottom-Line A Qstream Qpaper | July 2014
  2. 2. Introduction Sales enablement and training professionals have long suffered with the frustrating reality that reps will forget most of the information relayed to them in a matter of days. What we’ve come to understand is that sales reps must be able to apply that knowledge to fully encode it into memory and subsequently apply new information and skills on the job. This is precisely why a new breed of game-based sales enablement application, optimized for engagement and knowledge retention, is quickly becoming a must-have for forward-thinking companies. For anyone considering investing in a reinforcement strategy, we’ve compiled a list of must-do’s (and some don’ts) to get the optimal benefit for your reps, and your bottom-line. 1. DO define your program objectives. Are your reps struggling with new product or competitive messaging? Or should you focus on core selling skills first? Be sure to carefully identify your core goals upfront. Ensuring that your program’s content and success metrics are well aligned will make all the difference when it comes time to measure and report on your results. If you are creating a reinforcement program for the first time, start by asking yourself what information you want rolling off the tongues of your sales team. 2. DO make mobile access a priority. Time-starved reps need solution access on the go − wherever they are, from any device. A mobile-first reinforcement solution makes it easy and convenient for reps to participate and is proven to drive adoption rates upwards of 95%. 3. DO take the time to prepare effective content. Your content should be written as succinctly and as clearly as possible. (This is especially critical for mobile-enabled reps!) They should also be directly relevant to the rep’s day-to-day job responsibilities to ensure they see the value of participating. Multiple-choice questions are usually best, including the true/false variety, while complex, open-response formats should be avoided. Also, plan to keep the overall number of questions relatively low (10-25) and program timeframes short. When reps are bombarded with too many training resources, they tend to screen them out, viewing your efforts toward knowledge retention as just more corporate noise without real value. Remember: the goal is reinforcement, not comprehension, so focus on the most critical concepts, presented simply, for the best results. 4. DO communicate with all key stakeholders in advance. Your reinforcement program will have a number of key audiences, including sales executives, managers and reps. Issuing effective, advance communications – whether live, or via email or other online channels such as your sales portal - ensures that your teams understand the actions required and can offer on-the-ground support to drive adoption. Bonus tip: when launching your program, take care to position the program as a “challenge” or “game,” and avoid any language that makes reps feel they are being tested. Reinforcement is all about improvement, and your reps should feel that way, too. 5. DON’T forget about the explanations. Be sure to add explanatory text following each answer submission, regardless of whether the rep responded correctly or not. While tempting, simply restating the question is usually not effective. A thoughtful, robust explanation, including embedded links and references to supporting resources if available, maximizes the learning experience for your team.
  3. 3. 3 6. DO leverage rich media to keep your content fun and engaging. The most effective solutions will support multiple image types, as well as streaming audio and video. This is also a great opportunity to re-purpose content used in other training applications, such as PowerPoint slides, graphs or charts to help reinforce key messages and concepts. 7. DO leverage commenting and other embedded social tools. Similar to other collaborative apps, the best reinforcement solutions allow reps to share feedback (about a specific question, for example) or to challenge or cheer on their peers. By encouraging a healthy dialogue, and taking advantage of opportunities to address confusion that might slow down your team, you’ll keep reps engaged and ensure the program stays on track. 8. DO make your data sets as rich as possible. Best-in-class solutions will support custom “tagging” of both users and content that can significantly enrich post-campaign reporting and analytics. Consider participant tags such as geography/region, division, reporting structure, role/job type, or tenure with the company. Content presented may also be tagged by unique type (for example, pricing, competitors, product knowledge, brand messaging, objection handling, etc.) to enable segmentation and analysis that helps identify strengths as well as areas for improvement within your sales force. Use the results of your reporting to demonstrate the effectiveness of your training, and to provide insights into the capabilities, trends and knowledge gaps of your teams. However, be sensitive to how this data is distributed and used. If the performance results are used for punitive purposes, engagement and the quality of the feedback will decline precipitously. 9. DO take advantage of recognition and reward opportunities. Sales reps are a uniquely competitive bunch, and for many, the only thing better than winning is being recognized for their success. Reinforcement solutions that include gamification elements, such as leader boards, to stimulate their tribal tendencies, as well as a creative reward structure will motivate your team and keep them coming back to the solution again and again. 10. DON’T forget to experiment! Even small changes to your approach can dramatically improve engagement and retention. Seek systems with on-board analytics and simple, browser-based authoring tools that will give you the flexibility required, including the ability to update live course content and questions on the fly. About Qstream Developed at Harvard, Qstream is a mobile sales force enablement platform that helps reinforce key market, product and competitive messages by engaging employees in a series of fun, scenario-based sales challenges, delivered directly to their mobile device. Reps complete their Qstreams in just minutes a day, providing managers with real-time insight into their team’s capabilities, as well as targeted coaching opportunities. To date, Qstream has been used to deliver hundreds of millions of challenges in ten languages, supporting leaders in life sciences, technology and financial services such as AstraZeneca, Pfizer, Oracle, SunGard, and SunTrust. To learn more, visit Qstream.com.
  4. 4. Contact Qstream Worldwide Headquarters European Headquarters 200 Wheeler Road 31/33 Triangle Burlington MA 01803 Ranelagh, Dublin 6 United States Ireland p: +1-855-GO-QSTREAM p: +353 1 687 7004 +1-781-222-2020 e: info@qstream.com w: qstream.com Copyright Qstream, Inc. 2014. All rights reserved.

×