In the book Buy-In,
the argument is made that getting people on board
or buying into an idea, is critical to making any
large scale organizational change happen.
Sales gamification is no acception.
If you don't create support
for sales gamification from employees
at all levels of the organization,
the idea may never take hold
or have the desire to impact.
Research shows that seventy percent
of all organizational change efforts, fail.
And one contributing factor
is that leaderships simply doesn't get enough buy in
from enough people.
To ensure that you get maximum buy-in
for your sales gamification effort,
consider following these steps.
First, create a vision
of what the gamification effort will look like,
and determine how you're going to measure success.
Next, take the time to slow
down and schedule face to face
meetings with the key influencers
within the organization.
Sometimes, this is called a road show.
But don't underestimate the impact
that one on one meetings can have.
In these meetings,
you want to have evidence and case studies
of how other organizations have implemented
sales gamification and the successes
that they have been able to achieve.
You don't want to paint an unrealistic picture
or create an unrealistic expectations,
but you want to provide plenty
of evidence, examples, and case studies,
to indicate that sales gamification, does work.
Next you want to explain that sales gamification
is not about playing games,
rather it's about engagement.
There are a lot of misconceptions
about what gamification means
and to help people understand its value,
you need to dispel those misconceptions.
Gamification is about using the techniques
that make games engaging, in other context.
It's not about playing games.
During the buy-in phase,
be open to criticism and other ideas
that can help shape the concept.
Ask for and take seriously suggestions to improve
the implementation of gamification
or modifications to your original plan.
People like to feel like they have a say
in what's happening around them.
Plus you often find really good ideas
in things you hadn't previously considered.
Listen to what the people have to say
and incorporate those ideas into your implementation plan.
Finally, once you get started,
you need to maintain buy-in.
It can be easy to lose enthusiasm within the organization
if you don't constantly communicate
progress, changes, and modifications
to your original gamification plan.
People are usually forgiving and cooperative
if they know what's happening.
And they are usually defensive,
cautious, and non cooperative if they don't.
If you follow these steps
and the other ideas and concepts in this course,
you should have no problem gaining buy-in,
and having a successful sales
gamification implementation.