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Webinar: Driving greater sales performance through gamification

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Thought leaders Brian Weimer of Bunchball and Natasha Oxenburgh of Bluewolf share practical tips and advice on how to get your employees engaged around the customer experience:
-How collaborative sales teams drive more revenue
-How gamification recognizes individuals and rewards teamwork -- rather than focusing on only a few top achievers
-Innovative Change Management strategies
-How Bluewolf turned employees into brand ambassadors while growing inbound Marketing efforts

Published in: Business, Technology
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Webinar: Driving greater sales performance through gamification

  1. 1. Engaging Your Enterprise:Driving Greater Sales PerformanceThrough Gamification
  2. 2. GAMIFICATION IS NOT:Making Games & Slapping Badges on Goofing Off Everything
  3. 3. GAMIFICATION IS: Applying Game Mechanics to Non-Game ExperiencesTo Drive Sustainable Adoption, Usage & Behavior. Any Behavior, Any Digital Experience.
  4. 4. Two Big Problems for Today’s Sales Leaders How do I getHow do I effectively people to use our and efficiently CRM andmotivate and retain productivity tools? my sales team?
  5. 5. Success = Business Results & Usage How do you define success of an enterprise software solution? Results 75.4%(Revenue Generation, Lower Costs, etc) High levels of usage 62.0% Software is deployed 45.3% On time, on budget implementation 43.6% Source: “Achieving Enterprise Software Success, 2009”, Neochange, SandHill & Technology Services Association
  6. 6. User adoption and usage are key to realizing the promise of enterprise software What’s the most important factor for success?Gaining user buy-in & usage 71.7% Software functionality 15.9%Organizational change mgmt 6.5% Process alignment 5.9% Source: “Achieving Enterprise Software Success, 2009”, Neochange, SandHill & Technology Services Association
  7. 7. Who Has Figured Out Adoption & Engagement? Game Designers Social Networks Airlines & Hotels 500M People 850M+ People 120M Peopleplaying games at least sharing & commenting choosing vendors to earn 1hr per day 4 hours every day 500B points per year
  8. 8. What’s their secret?
  9. 9. These Businesses Use Game Mechanics that Satisfy Basic Human Needs and Motivators Progress Status RewardsLevels in games Standings & leaderboards Access to exclusives & perks Miles & points Likes & Follows Early boarding/upgrades Progress bars Communities, Groups, Teams Recognition / Acknowledgement
  10. 10. Enterprise Gamification Becoming Pervasive 50%+ 70%+ 50% Of all social business Of the 2,000 largest Of companies thatinitiatives will include global companies will manage innovation an enterprise use gamification for at processes will gamify gamification least one aspect of those processes component their organization Constellation Research Gartner Gartner 2013 2013 2014 2014 2015 2015
  11. 11. Engaging Customers Engaging Employees
  12. 12. Sales Managers Have Always Relied on Proven Techniques for Motivating Salespeople
  13. 13. But managing these programs has been a tedious, manual choreClunky spreadsheets Or worse
  14. 14. POWERFUL TECHNOLOGY IS NEEDED TO IMPLEMENT GAMIFICATION PROGRAMS Rules engine • to manage missions, levels & points APIs • to track behaviors within and across platforms Widgets • for leaderboards, profiles, redemption Admin console • to easily optimize programs Real time analytics • to understand behaviors and results Easy to deploy • and manage in real-time Secure & scalable • to handle massive amounts of data
  15. 15. Demo
  16. 16. Engage your sales teamA persistent sidebar displays:
  17. 17. Engage your sales teamA persistent sidebar displays:Progress Bar: shows them how they’re doingand how close they are to the next level
  18. 18. Engage your sales teamA persistent sidebar displays:Progress Bar: shows them how they’re doingand how close they are to the next levelFeatured Challenge: what their manager wantsthem focused on and who’s already completed it
  19. 19. Engage your sales teamA persistent sidebar displays:Progress Bar: shows them how they’re doingand how close they are to the next levelFeatured Challenge: what their manager wantsthem focused on and who’s already completed itTeam Leaderboard displaying who’s on top –and who’s not
  20. 20. A dynamic newsfeed informs your team and helps them spread your marketing messages Manager Newsfeed: Share key messages, accolades, and new rewards Leader Showcase: Highlight your top-performers Marketing Booster Box: Give each salesperson their own URL, and they earn points when their connections click on it
  21. 21. The Profile Pages keeps your team focused on the activities that matter most to your business My Points: How many have I earned and how many do I need Featured Challenge: What should I be focused on achieving? Chatter Newsfeed: A chronological story of what I’ve accomplished
  22. 22. The Profile Page keeps your team focused on the activities that matter most to your business My Trophies: How many have I earned and how many do I need Trophy Detail: The more important the activity, the more points I earn Progress Bar: How close am I to completing this task?
  23. 23. 23
  24. 24. 24
  25. 25. Unlock your sales team’s competitive spirit with Team Standings and Profiles Team Standings: Which teams are crushing it? Chatter Stream: who are the most active contributors to the team competitions?
  26. 26. 26
  27. 27. 27
  28. 28. Incentivize your team with rewards that are available right in Salesforce Real or virtual rewards: Provide real prizes or virtual gifts, with a running total of how many are available One-click buy: once the salesperson chooses their gift and clicks “buy,” an email is delivered to the individual responsible for fulfillment
  29. 29. A simple pre-configured admin console will get you up and running in no time. Pre-configured: Spark Sales comes with hooks into all of the key Salesforce actions, and it’s easy to create new ones for Custom Objects.
  30. 30. A simple pre-configured admin console will get you up and running in no time. Pre-configured: Spark Sales comes with hooks into all of the key Salesforce actions, and it’s easy to create new ones for Custom Objects. Default challenges: Out of the box, Spark Sales comes with a package of default challenges related to winning deals, creating leads, and beating quotas. And you can use the New Challenge Wizard to create your own.
  31. 31. Bluewolf #GoingSocial 31
  32. 32. 646-230-0874 32
  33. 33. Bluewolf’s Business LinesBlueprint /Mapping Live Helping with Talent Gaps AdoptionExecutive Visibility applications, Sustaining Mobile, Big Data, Analytics Change ManagementImplementation Services innovationCustom App Development Cloud apps Remote DBA Management 33
  34. 34. Build a Culture of Collaboration 34
  35. 35. Tweet it! What is the value of increased collaboration at your organization? @Bluewolf #EngagedEnterprise 35
  36. 36. #GoingSocial1. #GoingSocial Portal2. Pack Profiles3. Gamification 36
  37. 37. #GoingSocial Portal 37
  38. 38. 38
  39. 39. Social Media Guide 39
  40. 40. Social Media Slides 40
  41. 41. Pack ProfilesManaged by everyBluewolf employeewithin Salesforce 41
  42. 42. Gamification 42
  43. 43. 43
  44. 44. Gamified Behaviors 44
  45. 45. Leaderboards 45
  46. 46. Rewards Store 46
  47. 47. #GoingSocial Internal Success 57% Increase in average Chatter activity in Q1 2012 compared to Q4 2011 47
  48. 48. #GoingSocial External SuccessBluewolf’s Klout score, once steady at 42 for weeks, shot up to over 45 since the launch of #GoingSocial 48
  49. 49. 45% Increase in Social Traffic to Website› This graph represents the 45% increase in website traffic from all social media platforms from January-April 2012. 49
  50. 50. 80% Increase in Social Traffic to Blogs› This graph represents website traffic to our blog from social media platforms. Thats an 80% increase overall in traffic from January-April 2012. 50
  51. 51. 8-Fold increase in Bluewolf Bloggers 51
  52. 52. Q&A Please submit any questions for Brian or Natasha using the “Submit Questions” box on the right side of your presentation console. Or contact us after the webinar with questions at the coordinates below:Brian Weimer Natasha Oxenburgh• brian.weimer@bunchball.com • noxenburgh@bluewolfgroup.com• (408) 703-2618 • 415-813-3171• @bunchball • @njoxen
  53. 53. THANK YOU!

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