Trends Report

Drive Sales Force Behavior Change With Strategic Motivation Programs

Deploy Technology-Enabled Gamification To Improve Sales Performance

January 20th, 2015
ML
Mark Lindwall
With contributors:
Peter O'Neill , Claire Schooley , Jacob Milender

Summary

Motivating salespeople to change and do what you want them to do is a daily challenge for sales managers and other sales enablement professionals in almost every company. The long-practiced comfort zones of salespeople are tough to overcome, and new behaviors are difficult to instill and even harder to sustain. This is where gamification is finding a home in helping sales organizations execute on business strategy. Sales contests are old news, but the programmatic use of gamification and supporting new technologies provides sales management with a fresh set of methods to motivate and accelerate measurable adoption of targeted selling behaviors. This report discusses how to execute gamification strategically and effectively to promote sales force engagement, culture change, and better win, serve, and retain customers.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.