OK, here’s a question for sales team managers: would you consider it appropriate for the team to play games while at work? The answer is probably negative. But if the games help motivate them them to sell more, and can also be used to prompt customers to buy more? Well, the answer could be a good bit more positive.
This is what CloudApp is aiming to provide for its customers with SuMo. No, it’s not that Japanese form of wrestling: this is its Success through Motivation for Sales program. SuMO is part of the company’s range of tools that drive constant improvement in sales staff performance through the application of intuitive, social and mobile applications. These employ game mechanics to enable, enhance and measure the impact of employee behavioural change.
To help develop the market for SuMo for Sales, CloudApps has recently appointed Tquila, one of Europe’s largest providers of certified Salesforce.com expertise, as its first integration partner. Tquila delivers a full range of services aimed at helping customers get the best out of their Salesforce investments. This includes tools to help with strategy, implementation and integration, through to custom applications development, governance and support.
SuMo fits well in this environment, being built on the Salesforce service development platform, Force.com. It ships with pre-built best practice CRM-related game content, deriving from the CloudApps’ team’s sales process optimisation experience. Tquila sees this as an important extension to its services.
It uses gaming techniques to increase user adoption and accelerate the achievement of business KPIs by aligning employee personal ambitions with company goals. It also allows companies to quickly identify where their sales and marketing process needs to be optimised and to determine the right game content so that sales teams deliver on targets.
By implementing SuMo for Sales, CloudApps suggests that Tquila can expect Salesforce.com CRM adoption to rise by up to 50 percent, resulting in sales cycles that are 30 percent faster. In addition, lead conversion rises by up to 25 percent and productivity by up to 20 percent.
Will Lamb, Director of Enterprise Applications, Tquila, said: “By partnering with CloudApps we are able to increase the effectiveness of CRM adoption and enable our customers to truly engage the sales teams that are vital to companies not only surviving but thriving in the current downturn. By linking rewards to users’ actions in Salesforce.com we are able to bring the power of game mechanics to the entire sales and marketing team.”
