Business Intelligence and the gamification of sales team performance
Business Intelligence (BI) refers to a variety of software applications used to analyse the information of a business.
BI is used to make strategic decisions and to improve inefficient processes. Increasingly, businesses are utilising the advantages data-driven decision making bring. These include increased sales, improved customer service, call cycle compliance, better inventory control, and optimisation of delivery. The BI tools Opmetrix provides, including comprehensive reporting, set sales field teams up for success.
Opmetrix also provides an opportunity for ‘gamification’ of the sales process, with the application of game mechanics and game design techniques to engage and motivate people to achieve their goals. With ongoing feedback, there is power in sharing, collaborating, and having full visibility over your team. Set specific goals and objectives, have leadership boards and systemised competitions, and those who ‘win’ for the week gain some advantage. As an example, some Opmetrix clients measure monthly journey plan and call cycle compliance which they share with their regional teams. Each regional team then ‘competes’ for the best results.
Benchmarking your best performing sales team members gives you an opportunity to see what works well so you can encourage and incentivise more of that behaviour. With an understanding and definition of ‘best practice’ you can systematise your sales process. For instance, you may see that the more time in-store, the more effective the sales relationship with increased sales as a result.
If you’d like more information about the Opmetrix solution, we’d love to hear from you.