Gamification & Sales: How to Keep Reps Motivated

By 2015, 40% of Global 1000 organizations will use gamification as the primary mechanism to transform business operations.

4 min read

Gamification is sweeping the sales population with its incredible ability to keep sales reps motivated, increase profits, engage employees and create an environment of fun competition and bragging rights. According to Xactly, “by 2015, 40% of Global 1000 organizations will use gamification as the primary mechanism to transform business operations.” While it used to be that having a job was motivation enough, sales reps now require a little extra to keep them at the top of their game. While not every sales rep desires to be number one at their company, the average employee wishes to succeed and enjoy going to work every day. According to, gamification “can enhance company sales by getting people focused and energized around a goal.” By personalizing these competitions to fit all employees, including your average sales rep and top performers, gamification can motivate each person to excel on a daily basis. 3 Ways to Motivate Sales Reps Using Gamification  1. Incentivize  It doesn’t work to throw together a bunch of competitions, give out random badges and expect people to be motivated. If a manager takes the time to thoroughly think through proper incentives then they can target individuals at their level. Focus on incentives that lead to sales, such as lead conversion, prospecting, face-to-face conversations and advancing stages. Of course, don’t throw all of these goals at the sales reps at once. 2. Focus on Engagement  If you want something to last, you have to keep it interesting. Focus on maintaining engagement through gamification that allows sales reps to brag a little. Amp up the competition with leaderboards and give reps the ability to share their results on social media. Give real-time feedback and keep up with the changing opinions of your team. Finally, make the badges and level-ups as easy or challenging as you like, so long as they maintain a strong motive. 3. Don’t Get Stuck on End Results Believe it or not, the final prize is not what motivates your sales reps to keep their numbers high and bring in money for the business. Focus instead on the buzz of competition, the positive camaraderie and process of seeing sales reps meet their goals and push forth to the next one. Celebrate small victories along the way. Have you used gamification with your sales reps? What are some tips you could offer?