Bob Marsh - Using CRM to drive salesforce engagement
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Transcript of Bob Marsh - Using CRM to drive salesforce engagement
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!