1 Sales Gamification Overview

2 What is Sales Gamification? Sales Gamification is a type of sales compensation, known as a sales contest, meant to modify the behavior of a sales team. What does Sales Gamification do? Gamifying a sales improvement program helps a sales team set its priorities. What does it mean to use Sales Gamification? The use of Sales Gamification allows a sales leader to acquire, and retain, the attention of an increasingly distracted sales team. Overview

3 Three key business objectives of Sales Gamification: 1.Increase the adoption rate of a new initiative 2.Improve the execution in the field 3.Build a culture that values winning Objective

4 Phase 2 Phase 3 Phase 1 Strategy Assess Game Type Applicability Play Assess Engagement Level Assess Progression to Mastery Select Game Type (Grand Challenge – Rapid Feedback Systems-Simulation- Status Marathon ) Determine Engagement Score (Recency x Frequency x Duration x Ratings x Knowledge ) Determine Engagement Score (Recency x Frequency x Duration x Ratings x Knowledge ) Select Game Mechanics (Points- Badges-Levels- Leaderboards- Rewards) Means 1.List of possible initiatives 2.Review implementation plans 3.Calculate Gamify “lift” 4.Determine customer impact 5.Estimate field disruption 6.Perform DILOs 7.Observe sales management cadence Results 1.Appoint the “Gamer” 2.Feedback, Friends, and Fun 3.Reward the Winners 4.Iterate 1.Desire 2.Incent 3.Challenge 4.Reward 5.Feedback 6.Mastery Design the Game How Does It Work?

5 Sales Gamification Examples

6 Box Finding a cure for “Death by PowerPoint” Goal: Develop winning ways for Box’s fast growing sales team to bond while learning about upcoming offerings at their 2012 sales kickoff. Solution: To cultivate a spirit of friendly competition, Box created a highly engaging mobile app experience—for any tablet or mobile device. Step #1: Award points for check-ins and correct answers to 25 questions during each session. Also motivate salespeople to earn points by finding the answers to “Fun Facts” trivia. Step #2: Feature the results of individual results and team challenges on a real-time leaderboard. Step #3: Reward the top three performers with an iPad 3, Jawbone Jambox, and Klipsch headphones. Benefits: Drove enthusiastic engagement of sales reps, faster and more complete learning, and more connected team building—all while building a culture of “coopetition.” How Box Transformed Its Sales Kickoff Into a Contest

7 Bluewolf Giving Klout a social lining Goal: Increase internal and external social collaboration to drive brand awareness and company revenue, while improving Bluewolf’s social media presence. Solution: To incentivize its workforce to consistently engage buyers across all social channels, Bluewolf created #GoingSocial—a robust, interactive campaign. Step #1: Measure baseline employee engagement on social networks, and create a social resource center to overcome common roadblocks with concise explanations and training. Step #2: Create “pack profiles” that publicly showcase each employee’s expertise, personal interests, and social activity. Step #3: Award points to employees for completing profiles, sharing content, and receiving inbound clicks. Offer virtual and tangible rewards for accumulated points, including badges and gift cards. Benefits: Accelerated socially sourced traffic to the Bluewolf site by 20 percent month-over-month, and collaboration via internal social networks by 57 percent. Also drove a spike in the company’s Klout score, above 45. How Bluewolf Increased Social Collaboration to Produce Revenue

8 MyWork Community Turning a call center into a collaborative, competitive arena Goal: Rally 16,000 LiveOps virtual call agents to participate in eLearning and increase their sales, while connecting them to a vibrant community and providing a transparent, centralized location to showcase their accomplishments. Solution: Convert the existing “MyWork” internal community into a motivational social hub to liven up the LiveOps operation. Step #1: Empower agents to complete additional e-training & certification, and connect with their managers. Step #2: Reward points for increased call conversion, and the demonstration of specific skill attributes consistent with articulating the client’s brand quality objectives and culture. Step #3: Inspire friendly competition by tracking points on public leaderboards, and recognizing top-performing agents with badges. Benefits: Immediately after ramping up, LiveOps’ agents exceeded the company’s expectations by raising customer satisfaction ratings and LiveOps’ Net Promoter score. How LiveOps Played the Game of Telephone… and Won

9 What Should You Do Now? Pick a behavior of the sales force you would like to change. Engage with SBI to run a pilot based on our 3 phased project approach.SBI Based on the results: – Apply Sales Gamification too more initiatives. – Eliminate it from your tool box. Call To Action