Why classic sales contests don’t work
A contest where “whoever sells the most gets a bonus” mostly motivates a few leaders. The rest realise they won’t catch up and don’t play. Sales gamification solves this through levels, personal progress, team tasks and several award categories.
What to gamify
- hitting the plan overall and by category;
- average order value, upselling, new customers;
- calls, meetings, pipeline conversion;
- CRM discipline: completed cards, timely activities, deals moving through stages;
- product knowledge — tests and quizzes.
How the programme is structured
A season with a storyline and stages. Points are awarded for target actions from the CRM, participants level up, earn achievement stickers and see themselves on the leaderboard. Points are exchanged for rewards in the Folck shop.
Each mechanic is tied to a metric the salesperson can actually influence.
Team leaders should take the “Effective manager” training: a manager who can set goals and give feedback keeps motivation up even after the game ends.