Sales is a game of numbers.
Yet despite being passionate about sales, reps are often discouraged rather than motivated by their ever increasing quotas. Juggling between meetings, reports, and closing deals often drains the energy and fun of the selling profession.
Add an ambitious sales manager to the mix and you get a team that cringes away from the pressure, instead of striving to do their best.
70% of Employees are Disengaged at Work
Good intentions aside, many sales managers struggle to motivate their team.
According to the Gallup Workplace report, only 30% of employees felt connected and engaged at their workplace. Considering the high-pressure and results-focused context of sales, it wouldn’t be surprising if the numbers were even lower among most salespeople.
While sales is about results, you need to focus your effort on the process not the outcome to manage this stress and deliver the best possible performance. Activity-based-selling about completing the right activities at the right time to give yourself the best possible chance of closing deals.
Success in sales is not about the amount of time employees invest into their work. What’s important is how this time is spent.
So how do you tap into your team’s full potential?
You need to genuinely engage your team.
Start driving their competitive spirit, spark their motivation and re-focus on the process rather than pressurizing results.
The Formula for Engagement is More Fun Than You Think
Renowned psychologist Mihaly Csikszentmihalyi spent decades researching the hyper-engaged state of mind. In his acclaimed bestseller “Flow”, he states the following:
“The reason it is possible to achieve such complete involvement is that goals are usually clear, and feedback immediate.”
Not only is the state of flow one of high productivity, but is a highly positive state of mind.
In the context of sales, where so many factors are outside a sales rep’s control, it is so easy to let the negativity creep in.
The focus on uncontrollable outcomes like revenue inflates this stress and pressure.
Feedback reflects less on the actions of the sales rep, and more on the factors they cannot influence.
A sense of having no control is paralyzing, and it’s a feeling that sales reps face every day.
Instead, what your team needs is a framework for their activities that offers instant feedback for controllable actions. Only then can a healthy dose of competition really motivate and engage your sales team in a healthy way. Otherwise you risk amplifying the pressure if you try to make your team compete on results.
In other words: you can use a game to motivate your team to focus on those controllable actions.
The Performance-Boosting Benefits of Gamification
In an article published by Adweek, Adam Penenberg, author of Play at Work: How Games Inspire Breakthrough Thinking, swears by the positive impact of gamification on the way employees perceive workplace tasks and challenges.
“Microsoft was an early adopter of gamification, taking the not-so-awesome task of debugging the system and turning it into a contest in which employees compete to find the most glitches in less time.”
While your sales team don’t need to debug code, they do need to overcome common objections on a regular basis. They need to make cold calls, rebound fast from rejections and drive more of the right deals to close as competitors hover on the sidelines.
If only there was a way change the mindset of your salespeople from thinking of these “scary, high-pressure” parts of their day and turn them into fun, challenging and engaging opportunities for growth.
We want to explain how you can use ‘gamification’ to make it happen.
Gamify your sales pipeline by integrating with Pointagram
Pointagram is a tool designed to motivate and engage employees.
With just one click, you can integrate their colorful gamification platform with Pipedrive, transforming the stats of your sales reps into fun and engaging competitions.