This document discusses gamifying B2B sales through the use of gamification elements like points, badges, and leaderboards. It suggests that traditional sales challenges focus too much on short-term incentives and don't consider the full sales cycle or collaborative nature of B2B sales. The document proposes awarding points for contributions beyond just sales numbers, such as adding customer insights, helping with case studies, or expanding into new categories. This could improve engagement and recognition of other important sales activities.

1. gamifying
B2B
sales

2. i am a sales guy.
Nobody loves me - gives me
impossible targets and don't
even look at my hard work
does this woe sound familiar ?

3. The quarterly sales
challenge is too
common a use case in
every organisation

4. you get an incentive of X
for achieving Y in terms
of sales number
this is what it looks like

5. I am happy to
award john X
incentive for
acheving Y from
the same
accounts OF
SAME INDUSTRY
that gave him y-1
last time. he is
our sales
champion for the
month!
this is how it works.

6. John is happy... but
three of the other
good guys left this
month! Have i
missed anything? it
must have been the
salary component!
or was it?
but...

7. ACCORDING TO THE BRIDGE GROUP
REPORT PUBLISHED IN 2018 - THE
AVERAGE TENURE OF A B2B
SALESPERSON IN AN ORGANISATION
HAS COME DOWN TO 1.5 YEARS FROM
3 YEARS IN 2010.

8. NOT A PLACE FOR ME...
BYE BYE MYOPIC
PASTURES
SO, IS IT WORKING?

9. Can we look at sales challenges
differently? using gamification?

10. wait!! What is gamification? isn't the sales
challenge a game already?

11. a goal
rules
players
game has three
components
Lastly, it also needs
to be voluntary.

12. A Game relies on a
player's 'lusory'
attitude. it means -
I want to play. But
in a quarterly
sales challenge -
you don't have the
voluntary factor

13. gamification
happens when
we use these
game-elements
in a non game
scenario and try
to make the
best out of it

14. sales is essentially a non-
game scenario - since it is
not voluntary. However, it
can the perfect ground for
gamification!

15. points badges leaderboards
gamification has elements like...

16. and rules and goals as well
goal: X% of growth
(from Y,z,W
sectors)
rule: Be innovative,
dont cheat clients
rule: don't
overcommit

17. also consider a few factors:
B2b sales doesn't happen in a day,
there is a cycle. where are the
sales reps in that cycle?

18. b2b sales is a
collaborative
process. the sales
rep's knowledge,
his backend
support, and his
collaborative
attitude... all play a
part.

19. b2b businesses will
not always grow
from a single
category - you
need to look at
different
categories or sub
categories too. is
your sales rep a
lateral thinker?

20. So, when i design
my gamification for
sales - I need to
consider all these
factors.

21. so, what if instead
of annual
incentives - i start
looking at points
that reward for
each of these
aspects. we can
have a leaderboard
where annual
points get accrued.

22. sales needs insights. Deloitte
gamified this with an application
called 'who-what-where' WITH
BADGEVILLE. IT ALLOWED PEOPLE TO
ADD INSIGHTS IN REAL-TIME CREATING
A BANK OF THEM THAT COULD BE
USED BY PEOPLE AT ANY TIME.

23. ARE YOUR SALES REPS CONTRIBUTING
TO ADDING INSIGHTS? GIVE THEM
POINTS IF THEY DO SO - AND LET THEM
REDEEM THEM AS WELL.

24. ARE YOUR SALES REPS
HELPING BUILD
CUSTOMER CASE
STUDIES? AWARD THEM
IF THEY DO - YOU NOW
HAVE CONSULTANTS IN
YOUR HAND.
CONSULTATIVE
SELLING IS THE HOLY
GRAIL OF B2B SALES

25. Are your sales reps
being able to sell
in a different
category or
industry? maybe
your lms, which has
been a hit with
banking, got sold in
pharma too. award
the guy who did
this.

26. gamification has a
continuous flow.
points get awarded...
people redeem them.
there can be annual
awards for overall
- but it doesn't take
away the feeling of
victory from anyone
throughout the
sales season

27. let's
gamify!
tannistho@gmail.com