bob marsh - using crm to drive salesforce engagement
DESCRIPTION
Companies like Comcast and the Detroit Pistons have leveraged gamification and CRM (Salesforce) to drive increased engagement and sales. Hear from loyalty and engagement expert Bob Marsh describe how these organizations were able to deliver the goods using game concepts.TRANSCRIPT
Using Gamification to Drive Salesforce Engagement
Bob Marsh
CEO, LevelEleven
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• Live in metro-Detroit
• Married with three kids: 6, 3,
and 4-months!
• Grew up in Orchard Park, NY
– was a big Bills fan!
• College at John Carroll
University outside Cleveland
– played on college golf team
Background
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Background
• 18-years in sales
• Launched beta version of
sales competition app in
September 2011
• Founded LevelEleven in
October 2012
• VC backed, based in Detroit
Clients Gamifying Sales Teams
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Sales managers
struggle to get their
teams focused on the
right things.
• Comp plan rewards sales
• Management and coaching
focused on activities
The Sales Manager Challenge
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The Sales Manager Challenge
Make Calls
Pitch New Products
Find New Opportunities
Close Deals
Follow-Up On Leads
Meet with Clients Advance
Opportunities
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The Vision of CRM
• Perfect visibility into sales
organization
• Stop just tracking orders
• Monitor leading indicators
• If you can measure it, you
can motivate it
Challenges remain with…
• Day-to-day usage
• Motivating the right thing
• Creating energy and
excitement
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What Motivates a Salesperson
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Case Study: ePrize
The Challenge
• Seeks to increase sales leads
• Industry specific success stories
• Less than 50% of Accounts have
Industry defined
• Tried encouragement for months
Jen GrayVP Marketing
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Case Study: ePrize
Industry Quest!
• Complete industry field and get 1
point
• Most points wins
• Daily email leaderboard
Jen GrayVP Marketing
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Case Study: ePrize
Industry Quest
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Case Study: ePrize
The Results
• 60 updated in 2-hours
• 300+ updated end of day 2
• 1400+ updated in 10 days
• 87% of accounts with industry
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Case Study: ePrize
The Grand Prize!
$10 Starbucks Gift Card
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Case Study: Detroit Pistons
Scott HowlandManager, Sales Analytics
The Challenge
• Massive investment in arena
• New product: single game suites
• Available for several months
• Sales team not pitching
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Case Study: Detroit Pistons
Scott HowlandManager, Sales Analytics
Results
• From almost nothing for months
• $500,000 in product sales
• 6-month goal in 6-weeks
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Case Study: Comcast
Todd GoodbinderVP Sales & Sales Operations
The Challenge
• Multi-million investment in Salesforce
• Being used as order tracking tool
• Managers need to use & learn
• Contests run centrally
• Not useful for field managers
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Case Study: Comcast
Todd GoodbinderVP Sales & Sales Operations
Impact
• Put gamification tool in hands of
managers
• Tailor competitions to their teams
• 127% increase in appointments set
per day
• Massive adoption improvements
• Reduced staff turnover
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Bob Marsh
CEO, LevelEleven
(313) 373-5542
Twitter: @bobmarsh5
LinkedIn: linkedin.com/in/bobmarsh5
Thank you!