Serial Lead Days:- In some areas, making a good appointment over the phone means 50% of the sale. However, given the repetitive nature of the exercise, low-skilled prospect files and the monumental failure rate of calls, it is not uncommon to see salespeople discouraged by teleprospection. The day’s prospect or “Lead Days” represent a partial solution in many companies: all commercial forces are engaged in a real “commando operation for sale”. The objective is to activate a maximum number of leads during a short and defined period. If they actually allow you to focus on calls that you tend to postpone, these days are not all the more motivating. Here are the steps that will allow you to gamify your Serial Lead Days to maximize their productivity. What to reconcile your salespeople with teleprospection. Below are the 6 steps to share and gaming your serial lead days with others.
Steps to Gaming Your Serial Lead Days
- Create a Unique Experience
To begin with, the success of your teleprospection day will be very important to the environment in which it will take place. Create a frame that’s practical, without distraction. Also encourage curiosity for novelty and immersion. Bet on the visual experience to make this moment attractive and unique. Do not try to detach yourself from the real: it is time-consuming and often not very successful. Deduct the universe from your “game” according to the company’s key objectives. For example, if the context of your business leads you to develop a new and unique segment, work the context of the game according to that branch.
- Assign Responsibilities, create roles and teams
Like the successful games on social networks, the aim is to encourage the emergence of community mechanisms. Many games on social networks appeal to the notion of interdependence to achieve this. For example, key information may be subject to a “currency of exchange”. Determine in advance who holds what and how to get it. In addition to the playful dimension of the exercise, this approach will allow you to bring out the caring behaviors that are essential to sustain later.
- Gamify, to Break the Repetitive side of Teleprospection
Segment your goals into graduated challenges or “levels”. Gamifying is not making the task easier. On the contrary, make sure that the difficulty increases with the levels and lead your salespeople to surpass themselves by landing appointments with prospects generally very difficult to reach. Indeed, do not forget that only the intrinsic motivation is perennial. In the same way that through games, hobbies and sports, the feeling of progress, the idea of surpassing oneself will be the engines of your exercise.
- Set clear Goals, but not Strategy
In addition, allow for periods of team reflection to leave creativity free. Experimentation must be at the heart of your Lead Day, even if it means simplifying information. We find this idea in the MMORPG, or “massively multiplayer online role-playing games”. In these very captivating online games, you plunge the player and his team into a complex situation with many possibilities to achieve a precise goal. Here, you will play on the pride felt of having found “the solution”.
- Measure Intelligently and bet on “Real-Time Feedback”
It is essential not to gamify a “just for gamification” practice. Indeed, recourse to the practices derived from the game, allows taking a step back on daily practices in order to better analyze them. During the game, you will have to produce regular and relevant feedback on the variables you have defined in advance. For example, it is generally difficult to measure the persistence of your salespeople. The context of the game can then allow you to take this notion into account. When an appointment is picked up, the greater the number of calls it needs, the more it can weigh against the objective of the game. Already equipped with a system of real-time feedback and connected to Your CRM,
- The Concept of Back to Real Life
Finally, it is as important to introduce a game as to conclude it. You will then have to heal the transition with the teleprospection exercise in everyday life. Highlight the good practices and self-help behaviors observed during the game. Banish extrinsic rewards like IPads and Gift Boxes … To motivate in the long run bet on the feeling of progress!