How_are_Your_Competitors_Enabling_their_Sales_Team

Sales teams fall into one of two categories.

 

Category 1 is being ahead of the competition. Sales teams in this category have:

 

  • Better sales talent
  • More market share
  • A greater chance of success in each opportunity

     

Category 2 is being behind the competition. Those who fall into this category have:

 

  • Worse sales talent
  • Less market share
  • Smaller chance of success

     

The benefits of being in Category 1 are clear. You will outshine your competitors. And thus, win more deals.

 

Sales Enablement plays a role in outpacing the competition. As a Sales Enablement Leader you contribute by:

 

  1. Equipping the field to be more effective than your competitors
  2. Enabling Sales Management to run strategic initiatives meant to beat out others

     

Proper execution of these initiatives increases the odds of building a Category 1 team.

 

But how do you put each of these initiatives in place?

 

If you want to be a Category 1 sales team, download the Gamification Toolkit. The Toolkit outlines how Category 1 sales teams use Gamification to outperform their competitors. The toolkit will provide:

 

  • Properly executed sales initiatives
  • Increased field adoption
  • Successful sales initiatives

     

Become a Category 1 sales team. Outpace your competition using Gamification. Download the tool to get started.

 

Gamification Overview

Here’s an overview on how Category 1 sales teams use Gamification.

 

What is Gamification and how does Sales Enablement use it?

Gamification is the concept of applying game-design thinking to non-game applications. Sales Enablement uses this to create an environment driving desired behaviors in the field. Leaderboards, achievement levels, and personal rewards are all parts of gamification. The sales team has fun while changing behaviors. Sales Enablement benefits as new processes and initiatives are adopted. The money Sales Management spends on initiatives gets put to use. Everyone wins.

 

A few situations where Sales Enablement might deploy gamification in the field are:

 

  • Adopting a new sales process.
  • Ensuring Sales Managers are conducting effective coaching sessions.
  • Any type of behavior change effort.

     

What are the basic components of Gamification?

There are 3 basic components of Gamification:

 

  • Prize
  • Dimensions
  • Rules

     

The prize refers to “what’s in it” for the field. There is no right or wrong prize. Some organizations have monetary prizes. And others have optional prizes. The prize becomes the catalyst driving the competition amongst the team.

 

The dimensions of Gamification are the individual parts of the game. These are the areas which the game revolves around. And are ultimately the behaviors you are trying to drive. Examples of this might be:

 

  • Using call plans before major interactions.
  • The number of LinkedIn connections you have by persona.
  • The number of initial meetings you set through social modes.

     

The last component is the rules of the game. The rules are structured around the dimensions above. The rules are meant to be simple. Creating a clear understanding of what “good” looks like is important. If the rules are too complex then the game will not be adopted. Typically points are assigned to different rules and enable the score to be tracked.

 

The most important takeaway is to align the rules around the desired behaviors.

 

What should Sales Enablement “gamify”?

My previous blog post talked about what Sales Enablement should be doing. A place to deploy Gamification is on high priority initiatives. If something is deemed high priority it needs to be rolled out correctly. Using Gamification with high priority initiatives will give them a greater chance of success.

 

Key Takeaways

There are two choices as a sales team. 1. Be ahead of the competition.  2. Be behind them.

 

Sales Enablement is responsible for ensuring the team is ahead of the competition. This is not achieved when initiatives are not adopted. It’s accomplished when adoption is front-of-mind from the beginning of Gamification_Toolkit1the initiative.  Gamification exponentially increases your chances of adoption.

 

Crush the competition. Download the Gamification Toolkit today.

 

 

ABOUT THE AUTHOR

Daniel Korten

Helps companies make their number and grow revenue by using a data-driven approach to solving problems.
Learn more about Daniel Korten >

Dan joined SBI in 2012 and has mastered many roles within the firm’s Consultant Team. Most recently he became Client Success Manager, where he oversees and ensures project quality, consultant team development and client satisfaction.

 

Dan is an expert problem solver, which he achieves through data-driven decision making. When advising clients, he incorporates market segmentation, account segmentation, revenue & budget planning, sales organizational strategy and sales operations strategy.

 

Dan has also deep experience solving multi-functional organizational alignment issues impacting revenue growth. Expertise in private equity due diligence & screening, product strategy, buyer segmentation, demand generation strategy, sales territory optimization and talent strategy round out his broad base of knowledge in problem solving.

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