Featuring Chuck Coonradt, author of The Game of Work and Ken Krogue, president and founder of InsideSales.com. A recent study indicated that 87% of employees are not engaged in their jobs. Learn five key principles from the author of the bestselling book, The Game of Work and seven best practices from Ken Krogue – that make sales fun and engaging. In this webinar you will learn: How to motivate reps to crush their quotas How to increase the frequency of feedback to improve quality and quantity of performance How to sell more while boosting team morale Why the success of video games should matter to a sales manager

2. Featuring Ken Krogue, Founder and
President of InsideSales.com and
Chuck Coonradt, author of the
bestselling book ‘The Game of Work’

4. The Game of Work
40 years of
Gamification
Chuck Coonradt

5. – John Wooden –
Former UCLA Coach

7. The appropriate amount and type of
feedback can only be determined by the
Recipient, never the Giver

8. •The feedback from the coach must be
consistent with the feedback from the
system scoreboard
•Reinforce desired behaviors
•Big deal out of the good stuff

10. •Maximize the number of Winners
•Games inside the big game
•Based on experience, product line
•Recognize the most progress

11. • Allow, But Don’t Force Competition
• When I choose to compete, I am pumped and
engaged
• When forced to compete, I disengage and seek
justification for not winning

13. S M A R T goals are great
Attainable and Realistic most important

14. • CELEBRATE
• CELEBRATE
• CELEBRATE
• The bigger the crowd the bigger the thrill

16. Caveat:
Consistency is the most
important attribute in a
coach

17. The way people feel about
their coach dictates how they
feel about the company

19. Why?
What?
How?

20. To important people we insist on
explaining why.
To unimportant people we simply tell
how.
They can tell how we feel about them by
the way we talk to them.

21. People will pay for the privilege
of working harder than they will
work when they are paid.

22. When you focus on the science of sales,
you achieve breakthrough performance
- Scott Santucci, Principal Analyst, Forrester

23. “The use of game mechanics and experience
design to digitally engage and motivate people
to achieve their goals”
-- Gartner, Inc., April 2014

24. GK Brand: Photo c redit: Arielle Bos sert
Why Gamify?

27. 58%
of
Americans
(182 Million people)
30
Avg. age
Entertainment Software Association 2013
55% Male 45% Female
Under 18 (36%)
18-­35 (32%)
36+ (32%)

28. (Reality is Broken, Jane McGonigal)

29. 1972 2010’s
Competence Competence,
Autonomy, &
Relatedness

33. Engagement in Game Mechanics
Competence Autonomy Relatedness
Standings Bar
Points
Achievements
Challenges
Dashboards
Leaderboards
Throwdowns
Profile
KPIs
Avatars
Leaderboards
Thowdowns
Personal Profile
Notifications
Team Challenges

34. Leading Indicators
47

36. Effort & Results Visible

38. Contest vs Promotions
Contest Promotion
Only one winner
Bigger prizes
Compete with others
Anyone can win
Smaller prize
Compete with self

51. Pilot vs. Non-Pilot Teams
• Dials up 88%
• Talk time up 80%
• Proposals up 86%
• Closed accounts up 32%
• Over 28 weeks, 150+ reps

52. 1. Clearly defined goals
2. Better scorekeeping
3. More frequent
feedback
4. Personal Choice
5. Consistent Coaching

53. 1. Engagement
2. Leading Indicators
3. Leaderboards
4. Contests vs
Promotions
5. New Experiences
6. Ask Them
7. Long term vs short
term

54. forbes.com/sites/kenkrogue
kenkrogue.com
linkedin.com/in/kenkrogue
@kenkrogue
kk@insidesales.com
Q&A
www.gameofwork.com
https://www.linkedin.com/pub/
chuck-­
coonradt/5/4b5/11aEmail
Address