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Sales Strategy
How Can Gamification Improve Your Training?
Aug 21, 2017 | Canadian Professional Sales Association lock

Sales is a discipline that is driven by results, and training is of the utmost importance to continue to grow both salespeople and sales numbers. Unfortunately, it’s also an activity that tends to get pushed to the sides for more “productive” work. Sales people often feel like their time is better spent talking to prospects, upselling customers, or developing their pitch.

Gamification is one way to combat this, and create an incentive for sales people to participate in training activities. Gamification uses game elements in a non-game setting to encourage engagement. Point Scoring, competition with others, levels, and prizes are all common elements of gamification, and because salespeople have a tendency to be competitive, gamification is one of the best ways to improve your sales training. Find out how to use gamification to improve your sales training with these tips and tricks.

Create a Rewarding Experience

Gamification is only going to work if the game is, well, fun. Your sales team does not want to participate in a gamified training process that feels forced, useless or boring. Before you design your training program, think about what motivates your team. Do they enjoy competing with each other? Will prizes motivate them? Are they digitally savvy? These factors will help you determine how to design a gamified training program that will create a rewarding experience for your team and drive results in the organization.

For instance, if you know that your team loves a friendly competition, you could create a simulated meeting with a hard-to-please client. Every time the sales person overcomes an objection successfully, they move up a level. They can compete with each other to try to get to higher levels in the game than their team members.

Provide Constant Feedback

If you take a one-off approach to training your sales team, it’s unlikely that the lessons will stick for long. Gamification is a great way to encourage the team to stick with the training, and provide the constant feedback that your team needs to change their actions. When the game doesn’t end after one or two lessons or training sessions, the sales team will have a reason to continually work towards perfecting the skill they need to build in order to win the game. One way to do this could be by providing feedback on what the salesperson could differently when they fail a game or module.

Gives Your Team Members Control Over Their Learning

Sales people generally have varied schedules as a result of travel, meetings, and customer or prospect demands. It can be hard to get the entire team in one room for a training session, and it can be even more difficult to ensure that everyone is engaged (and not checking emails). The team may also be at different levels or have different skills, and they may not all require the same information and guidance to improve. Gamified training, especially in a digital format, allows the salespeople to complete the training that makes sense for them, when it makes sense for them. For instance, a senior salesperson with 30 years of experience may not need much training on how to effectively qualify an opportunity, but they may need some guidance on how to employ social selling. Gamified training modules allowing people to explore the topics they need to improve will enable individuals to gain skills, and the team to improve overall.

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