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How to Harness the Power of Gamification to Drive Sales Reps


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What if you could apply the mechanics of gaming--points, rewards, challenges--to motivate and engage your sales team like never before? Join us to learn how gamification is changing the way leading sales organizations inspire their reps via incentives, and how Salesforce is rethinking the concept of gaming within our products.

Published in: Technology
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How to Harness the Power of Gamification to Drive Sales Reps

  1. 1. How to Harness the Power ofGamification to Drive Sales Performance Josh Aranoff & Kevin Simmons, Maksim Ovsyannikov & Joe Ryan, Keith Nealon, ShoreTel, VP of Revenue – Cloud Division
  2. 2. Safe harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of, inc. could differ materially from the results expressed or implied by the forward- looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non- products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of, inc. is included in our annual report on Form 10-Q for the most recent fiscal quarter ended July 31, 2012. This documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available., inc. assumes no obligation and does not intend to update these forward-looking statements. #DF12Gamification #DF12Engagement
  3. 3. When did Gamification begin?A. 3500 BC B. 1782 C. 1942 D. 2004 First First First Term Board Game: US Military Video Game: Gamification Senet Medal Missile Simulator is Coined
  4. 4. Maksim Ovsyannikov & Joe Ryan Product, #DF12Engagement
  5. 5. The Game#DF12Gamification #DF12Engagement
  6. 6. The Enterprise zzzzz…..#DF12Gamification #DF12Engagement
  7. 7. What if the Enterprise met the Game? #DF12Gamification #DF12Engagement
  8. 8. Gamification – not just for modern organizations #DF12Gamification #DF12Engagement
  9. 9. Sales Teams – not new to gamification #DF12Gamification #DF12Engagement
  10. 10. What can change the ‘game of sales’ #DF12Gamification #DF12Engagement
  11. 11. Demo#DF12Gamification #DF12Engagement
  12. 12. Meet The Deal Team Alicia Josh Account Exec Design Lead #DF12Gamification #DF12Engagement
  13. 13. The OpportunityA new resort opening up laterthis yearA $1MM design contract forthe common spacesA chance to win awards #DF12Gamification #DF12Engagement
  14. 14. Keith Nealon ShoreTel, VP of Revenue – Cloud Division @ShoreTelSky #DF12Engagement
  15. 15. #DF12Gamification #DF12Engagement
  16. 16. All about ShoreTel Sky Cloud-Based Phone Systems ShoreTel acquired M5 Networks in 2012. M5 became ShoreTel’s Cloud Division. Combined : 24,000+ clients and 2,000,000+ users. §  Unified Communications § Application Integration §  Contact Center §  Mobility #DF12Gamification #DF12Engagement
  17. 17. Our salesforce Landscape AppFuse #DF12Gamification #DF12Engagement
  18. 18. Organizational Readiness Millennial Workforce Mobile Culture Constant Collaboration Instinctive Transparency #DF12Gamification #DF12Engagement
  19. 19. Why Gamification for Sales? 50% + Revenue Growth Focus on KPI’s Competitive Culture Distributed offices Employee Engagement #DF12Gamification #DF12Engagement
  20. 20. Salesperson Psychology Competitive Crave Recognition Motivated by Rewards Like to Win Stack Rank Status Commission Contests = Leaderboards = Levels = Points = Games #DF12Gamification #DF12Engagement
  21. 21. #DF12Gamification #DF12Engagement
  22. 22. #DF12Gamification #DF12Engagement
  23. 23. Top of FunnelBottom of Funnel #DF12Gamification #DF12Engagement
  24. 24. Business Metrics 2010 2011Revenue 32 M 49 MAverage Annual Bookings Per Ramped Rep. .85 M 1.4 MNew Client Accounts Per Rep 6 11Active Opportunity Per Rep 20 35 #DF12Gamification #DF12Engagement
  25. 25. Business Benefits for Sales Peer pressure management Integration of teams from multiple offices More engages sales reps = better performance Improved Salesforce adoption Less attrition #DF12Gamification #DF12Engagement
  26. 26. Lessons Learned Take it slow Keep it fresh Engage remote workers #DF12Gamification #DF12Engagement
  27. 27. Josh Aranoff & Kevin Simmons Senior Director, Sales & Technical Productivity VP, Global Onboarding & Training#DF12Gamification #DF12Engagement
  28. 28.’s Sales Kickoff +2000 Sales Professionals Engage the sales force at a higher level Gamify the experience Make the whole thing a mobile experience#DF12Gamification #DF12Engagement
  29. 29. Our Goals for the Application Four things we wanted to do 1.  Maximize Participation 2.  Enhance Learning 3.  Make them Social 4.  Track it All #DF12Gamification #DF12Engagement
  30. 30. How We Influenced Behavior Leveraged three game mechanics Points Badges Prizes #DF12Gamification #DF12Engagement
  31. 31. What We Took Away from the Experience #DF12Gamification #DF12Engagement
  32. 32. Demonstration Sales Productivity App#DF12Gamification #DF12Engagement
  33. 33. Josh Aranoff Kevin Simmons Maksim Ovsyannikov Joe Ryan Keith NealonSenior Director, Sales & VP, Global Onboarding & Product, Senior Product Manager, VP of Revenue, Cloud Technical Productivity Training @maksim Division ShoreTel @jaranoff @keithnealon @salescloud #DF12Gamification #DF12Engagement
  34. 34. @salescloud#DF12Gamification #DF12Engagement