Sales and gamification given to entanon
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MAKE SALES PEOPLE BETTER
Effort: 30%
Sales: 20%
You can only manage, opportunities, reps, teams or regions when you understand them.
GROWTHMATRIX
GROWTH MATRIX
Sales RepAveragePipelineCheck.com 2016
PessimistsLeadersOptimistsQualifiersSalesPrediction Points
PRODUCTIVITYMATRIX
PRODUCTIVITY MATRIX
SalesPipeline Points
SalesAveragePipelineCheck.com 2016 ReactLeadersInactiveIneffectiveRepTeamRegion
Sales people ?
It is often a hidden problem especially the further up in the organisation that you go.
Sales personGoodBad
Sales MethodologiesTarget Account Selling
SPIN SellingMEDDICThe Challenger SaleMiller-Heimans Strategic SellingValue Selling FrameworkSolution SellingThe Sandler Selling System
Understanding
It is often a hidden problem especially the further up in the organisation that you go.
TransactionSellerBuyer
Selling a car ?
It is often a hidden problem especially the further up in the organisation that you go.
Buying a car ?
It is often a hidden problem especially the further up in the organisation that you go.
Top Car Sales Person GloballyHow?
Selling 6 cars per day versus average of 6 per month.
Skills ?
It is often a hidden problem especially the further up in the organisation that you go.
Skills ?
It is often a hidden problem especially the further up in the organisation that you go.
Joe Girard"How in the world can anyone look at somebody and determine if he's going to buy?"I think it's a matter of showing people that you are sincerely interested in them."
Do not pre-qualify
Joes 250 Rule
Easier to sell ?
It is often a hidden problem especially the further up in the organisation that you go.
BenefitsClunkerSupercar
ObjectionsClunkerSupercar
Joe Girard"How in the world can anyone look at somebody and determine if he's going to buy?"I think it's a matter of showing people that you are sincerely interested in them."
Do not pre-qualify
Honesty ?
It is often a hidden problem especially the further up in the organisation that you go.
GAMIFICATION
Case StudyProblems:Solutions
Actions
Case Study
We Care Cars LtdSells 50 cars per monthAverage car price: 20,000Average trade-in: 10,0003,000 average margin per carFinance uplift: 1,0000% Growth in margin
Goal: byProblemsSolutions
Actions
Pong
League of Legends
Game Mechanics
Retrieve your corpse (dying is not the end)Morality system (good choices)3D structuresWait X hours or Pay real moneyQuicktime events (buttons / reflexes)
Top 10 Most Influential Video Game Mechanics
compliments of
Game MechanicsRetrieve your corpseMorality system3D structuresWait or Pay Quicktime events
Retrieve your corpse (dying is not the end)Morality system (good choices)3D structuresWait X hours or Pay real moneyQuicktime events (buttons / reflexes)
Game MechanicsSights Cover mechanicsZ-targetting Regenerating healthJumping on head
Sights for aim (increased accuracy)Cover mechanics (hiding)Z-targetting (lock-on focus)Regenerating healthJumping on head (switch enemy)
Honorable mentionsTime of day internal clock Duel wieldingPerma-deathDay / nightRegenerating health
Time of day internal clock (e.g. hungry)Duel wielding (two guns)Perma-deathDay / nightRegenerating health
People10 reps1 manager2 owners500 leads per month200 prospects per month
Bartle Types
Plan
Game ImplementationMeasuringScoring
QUESTIONS?
Level Up
Fireworks 1Fireworks 1Fireworks 1, track Blues1071.02eng - http://mp3cut.netFireworks 1Fireworks 1Fireworks 1, track Blues1071.02eng - http://mp3cut.net
