From the course: Sales Gamification
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Not focusing on specific behaviors
- One of the problems I've seen in companies that have failed in their sales gamification implementation efforts is the emphasis was in the wrong place. The problem was that the emphasis was on increasing sales. Now, you may be asking yourself, what does he mean? Of course sales gamification is focused on increasing sales. Yes, it certainly seems like that should be the case, but it's not. If increasing sales was as easy as saying, "Okay, increase sales and you'll win a prize," then every sales organization that was willing to provide prizes would easily have more sales. But we all know that just telling people there's a reward for increasing sales doesn't automatically increase sales. The truth of the matter is that not everyone knows the behaviors, tasks, or steps that are needed to be an effective salesperson. And even when people do know what they should be doing, they don't always consistently exhibit those behaviors. To increase sales with sales gamification you want to focus on…
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