Gamification Sales Training Examples
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Gamified sales training has been used by many companies. This slide deck compiles a number of examples from different companies. Through many example screenshots a great overview of how engaging training for sales reps (and other employees) can be made. These and many more examples can be found in the book "Gamification in Sales & Support" by Mario Herger, available on Amazon. To contact Mario, visit http://www.enterprise-gamification.com/
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Gamification Sales Training Examples
- 1. ENTERPRISE GAMIFICATION Sales Training Examples mario.herger@gmail.com @mherger enterprise-gamification.com/
- 2. The following sales gamification examples and many more are discussed in the book Gamification in Sales & Support by Mario Herger Enterprise Gamification Volume 6 102 pages Published November 2014 ISBN: 1502856026 ISBN-13: 978-1502856029 Available on Amazon http://amzn.com/1502856026
- 3. BranchTrack
- 6. Avaya
- 9. True Office
- 10. Formaposte
- 12. CompetiYeti
- 13. CompetiYeti
- 14. CompetiYeti
- 16. ePunkt Lego House Sales Contest
- 17. Duolingo
- 18. All books available on Amazon!
- 19. Keep Gamifying! Enterprise Gamification http://enterprise-gamification.com Enterprise Gamification Wiki http://enterprise-gamification.com/mediawiki Gamification Decision Engine http://www.enterprise-gamification.com:8083/ Octalysis http://octalysis.com/ mario.herger@gmail.com @mherger www.linkedin.com/in/marioherger/
Editor's Notes
- Enterprise Gamification – Engaging people by letting them have fun http://amzn.com/1470000644 Gamification in Human Resources http://amzn.com/1500567140 Gamification in Banking & Financials http://amzn.com/1500720844 Gamification in Community & Innovation Management http://amzn.com/1501071440 Gamification in Sales & Support http://amzn.com/1502856026 Gamification in Healthcare & Fitness Gamification at Work http://tinyurl.com/kgj95wd
- http://www.enterprise-gamification.com/mediawiki/index.php?title=BranchTrack BranchTrack is a gamification technology that allows creating interactive dialogs. Details BranchTrack allows building simulated dialogs for areas such as sales, customer care, negotiation, and interview situations through a drag&dropping tool. From a library of available backgrounds and people stock photos, scenarios can be built. The finished dialogs can then be used on demand or on premise.
- http://www.enterprise-gamification.com/mediawiki/index.php?title=Renault_Academy_Sales_Training The Renault Sales Sales Training is a serious sales training game teaching players sales negotiation skills.. Renault teaches sales reps throught this 3D game how to lead sales negotations. Gamification design elements used are Narrative.
- The player then is taken to the company profile where they are presented with basic company information. This information will help the player make better informed decisions on the customer conversation.
- http://www.enterprise-gamification.com/mediawiki/index.php?title=Avaya_Sales_Training_Game The Avaya Sales Training Game is a series sales training game that was used for Avaya sales representatives to learn critical skills in realistic simulated scenarios. Description Avaya is a Fortune 500 global leader in business communications. Avaya's sales leadership was faced with the challenge of validating knowledge on critical skills in realistic simulated scenarios. The skills ranged from strategic account planning to sales call preparation, and from presentation skills to product knowledge. The solution was a series of spy-themed learning and assessment games Gamification Gamification design elements used were points, highscoring lists, badges, levels, cut-scenes, and storytelling to validate and reinforce sales skills. Each game opens with a fast-paced video trailer. The “mission” is presented with a dramatic video by a “commander” who introduces the challenge and the main protagonist. In one of the challenges, Avaya reps journey through the story of how Cindy develops a value proposition for a global financial service client while she’s being pursued by an evil competitor. The story is told through live-action video with actors, produced by a professional video crew. Each decision point offers a teachable moment where the player has to make the call. The sales rep playing the game becomes part of the unfolding story line instead of just a passive audience member. The learner is presented with several articles, company annual reports, and announcements about the client. They must identify the best person to meet with as well as essential data points about the company and the industry. For each successfully completed activity, the player earns the instant gratification of a badge, which is displayed in the learning environment. Correct decisions earn players experience points by the hundreds in unpredictable intervals. Brain research shows that uncertain rewards release more dopamine than predictive rewards. The ambiguity of getting random large bonus points makes learning more engaging and memorable. Top performers are featured on a display of high score for everyone at Avaya to see. After all, what’s the point of being a high-scorer if you can’t rub it into the face of your colleagues? Cut-scenes drive the storyline forward; these live-action videos break up the game play to advance the plot and provide additional information. Some assignments feature a timer ticking down, raising the stress level and motivating action; players earn bonus points if they complete the assignment in time. The entire user interface has the look-and-feel of a game. Such game aesthetics are important in motivating the sales reps to engage in the experience. Once the player has prepared for the client meeting, it’s time to help Cindy conduct the sales call. The player watches a “surveillance video” and feeds questions through an ear piece to Cindy. What’s a game without any techno toys? By selecting questions to ask and statements to make and watching the client respond in video, players get to prove their skills. As they advance through the game, they “level up.” Sales skills are built and reinforced as the player progresses through each level, providing a feeling of mastery and accomplishment. The capstone level of the “Customer Value” game introduces an ultimate challenge: Based on skills learned in previous levels, the player must put together a value proposition to win the game. Leveling up to increasingly more difficult levels keeps players in a state of flow, where they are completely focused and engaged. Flow is an engagement concept describing the delicate balance between difficulty and player skill levels where the player is neither frustrated nor bored. Each game stays true to the spy theme, while employing different game mechanics. The “Communication Skills” game features a sales presentation by Cindy. Players are challenged to stop the video when they observe a problem with gesturing, pausing, eye contacts, etc. The “Mobile Collaboration” game features “machinima” video of avatars in the virtual world of AvayaLive EngageTM instead of live action video with actors. What this animated format lacks in realism, it makes up for in flexibility to update content; unlike live actors, avatars don’t age or change hairstyle, making it easier to modify the video sequences over time as products and content change. Some of the installments end with a real life assignment that reps need to submit to their sales managers for review, such as a video of a sales presentation or a completed account plan.
- http://www.enterprise-gamification.com/mediawiki/index.php?title=Fantasy_Sales_Team Fantasy Sales Team is a game to engage sales representatives. Definition Fantasy Sales Team encourages sales representatives by lending model from Fantasy Football. By choosing their team, sales reps can compete and earn points when their team wins deals. Gamification design elements used are Point Leaderboard Competition
- http://www.enterprise-gamification.com/mediawiki/index.php?title=Fantasy_Sales_Team Fantasy Sales Team is a game to engage sales representatives. Definition Fantasy Sales Team encourages sales representatives by lending model from Fantasy Football. By choosing their team, sales reps can compete and earn points when their team wins deals. Gamification design elements used are Point Leaderboard Competition
- http://www.enterprise-gamification.com/mediawiki/index.php?title=TrueOffice TrueOffice is a company providing gamified solutions for compliance training. Companies are legally required to (regularly) train employees on topics such as security, fraud, sexual harrassment etc. and stay compliant with the law. As these trainings often include a lot of legal text and are considered by the employees as not taking time awy from their other tasks, employees are bored by them and reluctant to take them. By adding gamification design elements such as mystery and narrative to the training, the boring task suddenly into an interesting one. TrueOffice offers solutions such as Anti-Bribery and Corruption training. Gamification design elements used are Narrative Mystery Mission Time pressure
- http://www.enterprise-gamification.com/mediawiki/index.php?title=MobileConnect_Guru MobileConnect Guru is a sales training game that was used for ExactTarget sales representatives to learn about the MobileConnect platform. Description ExactTarget is a global marketing organization focused on digital marketing tools — email, mobile, social, and web — that was recently purchased by Salesforce.com. The sales training game was based on The Knowledge Guru's platform. Gamification Users log into the game via the internet; the entire solution is hosted in the cloud. When players enter the game for the first time, they get a narrative that explains how the game works. The player must ascend a mountain for each topic. The game consists of three paths up the mountain to deliver a scroll of wisdom to the Guru: three paths, a different scroll each time. The game’s “mountains” are the instructional topics to cover. Each mountain has learning objectives associated with it. Players see their scores as they answer each game question; there is also a leader-board to document their progress. If players answer correctly, their score goes up. If they answer incorrectly, their score goes down. There are consequences, just like in real life. The Guru game engine used to create and house the MobileConnect Game has a detailed “backend,” allowing specific tracking of designated information. It enables a supervisor, learning professional, or other vested stakeholder to see how players are performing. If needed, the game can offer ad hoc support based on these results. An administrator can even drill down to see how a specific player is performing and determine what they have accomplished, where they have struggled, and how much time they’ve spent playing in The Knowledge Guru-platform. Results The result for the business was that, of all the launches done in the two years previous to the MobileConnect launch, the sales team built one of the quickest pipelines for this product. improved product knowledge helped the team build the sales pipeline reduced call-response times
- http://www.enterprise-gamification.com/mediawiki/index.php?title=EPunkt_Lego_House_Sales_Contest The ePunkt Lego House Sales Contest (ePunkt Vertriebsoffensive) was a contest to encourage recruiters to create more leads and fill positions. Description Recruiters at ePunkt were rewarded for every customer call, appointment, and closed deal that were entered in the corporate CRM-system with specific Lego-pieces. With those Lego pieces the teams had to build a Lego-house. At the end of the contest the best houses were voted on by all employees. Rules Call = Lego pieces with a total of 8 dots Appointment = Lego pieces with a total of 16 dots Closed deal = Lego doors, or windows, or pieces with 24 dots The house has to cover 250 Lego dots A house has to have at least one door and five windows The house must have a roof It is ok to rebuild the house Use only Lego pieces that were handed out The activity period was five months. Results 4,608 Lego pieces were distributed 37 doors and windows were distributed 301 calls, 90 appointments and 74 deals were closed
- http://www.enterprise-gamification.com/mediawiki/index.php?title=DuoLingo DuoLingo is a gamified app/software that serves the dual purpose of helping people learn a new language while simultaneously translating the web. Description DuoLingo supports players learning a new language by giving them words and sentences to translate and memorize and displaying their progress through a learning tree. At the same time the texts that players translate are pulled from sources such as Wikipedia. By merging the translation results of the same sentences from multiple players, DuoLingo creates a translation that comes close to the quality of professional translators. According to Luis von Ahn (the inventor of Captcha and Re-Captcha), this allows to translate the the English version of the Wikipedia to the Spanish one (which only covers 20% of the content of the English version), thus crowdsourcing translation.
- Enterprise Gamification – Engaging people by letting them have fun http://amzn.com/1470000644 Gamification in Human Resources http://amzn.com/1500567140 Gamification in Banking & Financials http://amzn.com/1500720844 Gamification in Community & Innovation Management http://amzn.com/1501071440 Gamification in Sales & Support http://amzn.com/1502856026 Gamification in Healthcare & Fitness Gamification at Work http://tinyurl.com/kgj95wd