From the course: Sales Gamification
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Focusing too much focus on rewards
- One common mistake with sales gamification is to place too much emphasis on rewards. While rewards can motivate, they need to be designed and implemented carefully. The focus should be on the process, behaviors, and learning that lead to the reward and not to the reward itself. There are a number of problems that arise when the reward becomes the central focus of the sales gamification effort. One is that if a sales professional is only motivated by the reward, they may not learn anything along the way. This real danger is supported by research appearing in a journal titled, Cognition and Instruction. The journal article stated that when students were offered a tangible reward for the successful solution of a problem, those students displayed less efficient, less logical, and less effective techniques for seeking information about the nature of the underlying concept than if no reward had been offered. Additionally, when those same students were later confronted with a similar task…
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