#SalesSummit | @rajatrocks
#SalesSummit | @rajatrocks
Big Data, Gamification, and the
Endlessly Motivated Sales Team
Rajat Paharia
Founder & Chief Pr...
#SalesSummit | @rajatrocks
Customer loyalty drives profitability and growth
Customer satisfaction drives customer loyalty
...
#SalesSummit | @rajatrocks
know more about your employees
than you do.
#SalesSummit | @rajatrocks
BIG DATA
on User
Activity
More
Engaging
Experience =
#SalesSummit | @rajatrocks
LearningCollaborationServiceSales
How much more value are
your employees generating
for you, th...
#SalesSummit | @rajatrocks
More
Engaging
Experience =
Motivate better
performance
Drive better
business results
Competitiv...
#SalesSummit | @rajatrocks
More
Engaging
Experience
LearningCollaborationServiceSales
BIG DATA
on User
Activity
#SalesSummit | @rajatrocks
+11% revenue per employee
Sales
+9%
Service
+10%
Collaboration
+81%
Learning
+373%
Drive Real B...
#SalesSummit | @rajatrocks
More
Engaging
Experience
gamification
LearningCollaborationServiceSales
BIG DATA
on User
Activi...
#SalesSummit | @rajatrocks
gamificationunproductivity
entertainment
wasting time
#SalesSummit | @rajatrocks
gamificationperformance
motivation
ROI
#SalesSummit | @rajatrocks
gamificationreward & recognize
measure & motivate
reputation
guide & amplify
loyalty
Motivating...
#SalesSummit | @rajatrocks
SALES
salesforce.com
#SalesSummit | @rajatrocks
Top Motivators for Sales
1. Compensation
2. Internal Recognition
3. Competition
Learning
Collab...
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Activities vs. Outcomes
• Q: Is it better to motivate Activities:
• Enter title, phone and emai...
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Learning
Collaboration
Service
Sales
#SalesSummit | @rajatrocks
Engage sales reps in learning how to use the online price
book. Typically a grueling 1-day cour...
#SalesSummit | @rajatrocks
Big Data, Gamification, and the
Endlessly Motivated Sales Team
Rajat Paharia
Founder & Chief Pr...
Upcoming SlideShare
Loading in …5
×

Rajat Paharia - Sales Performance: Big Data, Gamification, and the Endlessly Motivated Sales Team

1,205 views

Published on

Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/rajat-paharia

Session Overview
Gamification isn’t about games – it’s about sales results. It’s about measuring and motivating, setting goals, tracking progress, and rewarding performance. Gamification can drive the behaviors in your sales team that will help the business to be successful, and at the same time, it can drive non-sales employees to participate and support the sales team by providing leads, social media outreach, timely information and thoughtful collaboration.

Published in: Business
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,205
On SlideShare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
15
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide

Rajat Paharia - Sales Performance: Big Data, Gamification, and the Endlessly Motivated Sales Team

  1. 1. #SalesSummit | @rajatrocks
  2. 2. #SalesSummit | @rajatrocks Big Data, Gamification, and the Endlessly Motivated Sales Team Rajat Paharia Founder & Chief Product Officer Bunchball
  3. 3. #SalesSummit | @rajatrocks Customer loyalty drives profitability and growth Customer satisfaction drives customer loyalty Value drives customer satisfaction Employee productivity drives value Employee loyalty drives productivity Employee satisfaction drives loyalty Employee engagement drives employee satisfaction Putting the Service-Profit Chain to Work HBR OnPoint, 2000 Clearly, your employees are your most important asset.
  4. 4. #SalesSummit | @rajatrocks know more about your employees than you do.
  5. 5. #SalesSummit | @rajatrocks BIG DATA on User Activity More Engaging Experience =
  6. 6. #SalesSummit | @rajatrocks LearningCollaborationServiceSales How much more value are your employees generating for you, than they are for Netflix, Amazon, and Facebook?
  7. 7. #SalesSummit | @rajatrocks More Engaging Experience = Motivate better performance Drive better business results Competitive advantage BIG DATA on User Activity LearningCollaborationServiceSales
  8. 8. #SalesSummit | @rajatrocks More Engaging Experience LearningCollaborationServiceSales BIG DATA on User Activity
  9. 9. #SalesSummit | @rajatrocks +11% revenue per employee Sales +9% Service +10% Collaboration +81% Learning +373% Drive Real Business Results and a Hard ROI
  10. 10. #SalesSummit | @rajatrocks More Engaging Experience gamification LearningCollaborationServiceSales BIG DATA on User Activity
  11. 11. #SalesSummit | @rajatrocks gamificationunproductivity entertainment wasting time
  12. 12. #SalesSummit | @rajatrocks gamificationperformance motivation ROI
  13. 13. #SalesSummit | @rajatrocks gamificationreward & recognize measure & motivate reputation guide & amplify loyalty Motivating People Through Data
  14. 14. #SalesSummit | @rajatrocks SALES salesforce.com
  15. 15. #SalesSummit | @rajatrocks Top Motivators for Sales 1. Compensation 2. Internal Recognition 3. Competition Learning Collaboration Service Sales
  16. 16. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  17. 17. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  18. 18. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  19. 19. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  20. 20. #SalesSummit | @rajatrocks Activities vs. Outcomes • Q: Is it better to motivate Activities: • Enter title, phone and email for every contact • Keep your pipeline up to date • Share a “Win” story • or Outcomes? • Hit 100% of your quota in the first 6 weeks of the quarter • Sell a package that includes every product in our portfolio • Close $1 Million in renewals this quarter
  21. 21. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  22. 22. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  23. 23. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  24. 24. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  25. 25. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  26. 26. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  27. 27. #SalesSummit | @rajatrocks Learning Collaboration Service Sales
  28. 28. #SalesSummit | @rajatrocks Engage sales reps in learning how to use the online price book. Typically a grueling 1-day course and hard to get sales reps engaged (they’d rather be selling!). Results: • After gamifying the training environment, users became so proficient at using the price book that the company recognized an additional $1 million in profit in a single day • Over the next seven weeks, the company recognized an additional $8 million in profit • Cost of training plummeted by more than half because the gamified learning experience now requires fewer people to manage price book training Fortune 50 Company Learning Collaboration Service Sales
  29. 29. #SalesSummit | @rajatrocks Big Data, Gamification, and the Endlessly Motivated Sales Team Rajat Paharia Founder & Chief Product Officer Bunchball Author, NY Times and WSJ Bestseller: Loyalty 3.0

×