Using gamification in sales has long been a way to motivate direct sales reps. But with the diverse locations between channel partners, there are some additional challenges to making sure that sales games are effective. Ideally, you want to make sure that you are encouraging behavior and fostering good habits that can lead to high value sales. Here are some items to consider before using games as a motivational tool within your channel. Competition Equals Motivation A huge motivator for sales reps is competition amongst each other. Nothing fires their ambition more than a chance to see if they can best their friendly rivals. This goes for reps that share a cubicle wall, or reps that are time zones away from each other. Often, the competition itself is motivation enough, without having any sort of tangible prize. Consider thinking outside the box to find ways to foster a bit of friendly competition. Ideally, this would be something that reinforces behaviors that lead to sales, not just the sales metrics themselves. Encouraging behavior can lead to repeated actions, and will net the result that everyone wants: increased sales figure. But if we start out by encouraging behavior, then it becomes a habit to repeat the actions instead of just focusing on the sales results. Technology is Crucial Since your partner sales reps are not all located at the same site, it’s imperative that you have a way to track the sales numbers. Gamification in channel sales falls flat if the contestants…
Read More: Should You Implement Gamification in Channel Sales? 5 Things to Consider First
