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Press the Gamification Accelerator To Make Sales Onboarding More Effective

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Press the Gamification Accelerator To Make Sales Onboarding More Effective

Onboarding is more than hiring an employee and increasing the organization’s output. Each new employee becomes a contributor to the organization’s success. Therefore, every new staffer should be engaged sufficiently in their job process to help him reach the peak of his productivity. But, if they fail to reach the peak of their productivity, it is a loss to the organization and also eats up the cost of hiring.

On an average, employees get 90 days to prove themselves in their new job or organization. (Source: Onboarding New Employees: Maximizing Success). Now, think of the importance of faster onboarding to help them contribute towards the company’s growth and mission.

Why is Gamification the First Choice?

Gone are the days when a new hire had enough time to go through the copious training material. So, you have to think of ways to entice the new hires to accomplish the learning tasks. The points, levels, rewards all together build the challenge and inject fun and excitement for onboarding.

A Great Match for Sales!

It is true that Gamification might NOT work well for all stuff. But when it comes to onboarding for sales people, Gamification is the best choice. Do you know why?

  1. Love affair with a Competitive Environment: We all know sales people thrive in a competitive environment. Same is the case of gamification mechanics that are highly competitive and allow learners compete and move further.
  2. More Incentive Compensation: Sales people talk numbers. Gamification bears a close resemblance to their mindset. For every achievement, the player is rewarded with coins or prizes.

Although old, a report from Aberdeen Research depicts the impact of gamification on onboarding new hires. The graph indicates an increase in both the turnover and engagement of employees.

Aberdeen Research Report

Gamification Elements in a Sales Onboarding Training Program that Make Your Business Tick

Sales gamification combines three sales motivators or gamification elements, mastery, competition, and recognition or awards.

  • For certain business objectives (say, a sales process right from prospecting to closing the deal), the gamification mission is constructed such that the learner can master each stage of the sales process.
  • Using game mechanics such as competitive and cooperative challenges enables learners win the game by being faster, cleverer, or more skilled than opponents. Without a challenge, the urge to progress dries up in the midst of the game.
  • Points, recognition, or awards are earned after the completion of each stage or level. It drives the motivation for specific behaviour.

Apart from the above mentioned gamification elements, I have chalked out a checklist known as the Sales Onboarding Checklist where you can find the gaming elements and their corresponding descriptions.

Game Element Description
Abstract

If we include too many real elements, things become messy.

Without training, driving a race car can be complicated and frightening, but in racing games, the controls are abstractions of reality and easier to use than in real life.

Goals

Point out the sole purpose or goal of the gamification.

For example, to onboard the new sales reps and service technicians in less time.

Rules

Inform how many players are involved, how to score points, how to play, etc.

For example, for every closed call you will get a bonus point.

Time

Time is a motivator for player activity and action.

Schedule the game duration.

Rewards

Everybody wants to win and gain more points.

Indicate the reward structures of the game for every successful client deal.

Feedback Gamification wins over traditional learning environment through feedback.
Levels Three Pronged Approach

  1. Level One – Demonstrate (Learner is shown how to do)
  2. Level Two – Practice (Learner is let to do the task under guidance)
  3. Level Three – Test (Learner is put to test to do the task independently)
Story Stories provide the context for the learning and guide learners’ action.Stories prepares the platform and guides the learner
Curve of Interest Learners should enter the learning event with some level of interest or they won’t be motivated to participate
Aesthetics Ignoring aesthetics in the design reduces the overall player experience.

To conclude, keeping all these gamification elements in mind, you can press the accelerator to make sales onboarding more effective. Above all, the cost of losing employees gets reduced by a substantial amount and peaks the sales of your organization.

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