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Increase sales productivity with a digital leaderboard


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Presentation given as part of BrightTalk webinar on using leaderboards in a sales context. I outlined the 10 key design decsions you need to take into account when planning your sales leaderboard.

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Increase sales productivity with a digital leaderboard

  1. 1. The ten key design decisions you need to consider when creating your sales leaderboard ® Increase Sales Productivity with a digital leaderboard
  2. 2. About Toby Beresford • 18 years web experience • Digital Architect, Sky News Social Media Expert, Gamification Guru • Designed early web CRM systems e.g. pharma sales organisation • With am running leaderboards for inside and field sales for companies with 10 reps up to 450 reps. @tobyberesford
  3. 3. The power of leaderboards My name and photo. That’s me! My score – how am I doing? My peers – am I keeping up?
  4. 4. The benefit of leaderboards • Better sales reps • Uplift in KPIs. For example: – 500 new sales meetings in just one day – 4,000 new LinkedIn connections in a month – 60% more sales wins – 29% more pipeline – 320% more record updates • A well designed leaderboard can drive increased sales productivity across multiple metrics
  5. 5. The world’s best leaderboards • Google Search – finds the top pages on the internet for any keyword • Klout – gives everyone in the world a relative score out 100 for their social media prowess • Football league – enables any team to level up to reach the highest levels of football
  6. 6. THE 10 KEY LEADERBOARD DESIGN DECISIONS While leaderboards are simple to read, to create them is the result of many design decisions
  7. 7. 1. Who are the players? Individuals Teams Competition Collaboration
  8. 8. 2. What are you measuring?
  9. 9. 3. How will you display the leaderboard? 9 Big Screen TV Embedded on the intranet Via Social Media Via Email
  10. 10. 4. How often will you update and announce it? 10
  11. 11. 5. Is the leaderboard hard or soft? % Quota Achieved Total Sales Revenue % increase in opportunities added this week Total new opportunities added to CRM Hard Soft Compete Against Self Compete Against Peers Metrics That Matter a Lot Metrics That Matter Less Hard Soft
  12. 12. 6. How long will you run the leaderboardfor?
  13. 13. 7. How will you divide the leaderboard? Will you offer progression?
  14. 14. 7 contd.. Viewed using filters
  15. 15. 8. How will you develop the leaderboard over time? League Maturity Game Maturity Earlier on, game rules and metrics are the focus of change As the game is accepted, game rules stabilize. Focus turns to new leagues and tournament formats
  16. 16. 9. Where will players discuss the leaderboard?
  17. 17. 10. How will you offer many ways to ‘win’? Everyone needs to feel like they could win
  18. 18. About • Formed in March 2012 • Software and Data as a service, hosted leaderboards • >3,000 leaderboards • > 1.8m players. The single platform for digital scorekeeping wherever and whatever the game Types of sales Leaderboards: • Simple Sales with manual entry • Sales Stars using CRM data • Social Selling with LinkedIn & Twitter • Sales Training using spreadsheet da
  19. 19. Contact Details Toby Beresford @tobyberesford