Use Gamification Strategies to Boost Your Team's Batting Average
Minimum Expected Score would be 260:
60 dials times 1 = 60
20 conversations times 5 = 100
4 meetings times 25 = 100
Total Score = 260
The salesperson above would have an average of 117 percent, (305 divided by 260) times 100 = 117 percent
Using an average makes it easy to compare each salesperson's activity against the rest of the team and against your expected activity.
Option 3: Close Rate
The close rate is a commonly used metric to measure the success rate of closed deals. If your sales team is more focused on the output than the activity, this is a good stat to use.
Step 1: Count the number of closed opportunities and proposals sent.
Step 2: Divide opportunities by proposals:
(Number of closed opportunities divided by number of proposals sent) times 100
Example: A sales rep sends out 15 proposals and closes three opportunities:
Close Rate = (15 divided by 3) times 100 = 20%
Regardless of the metric you choose to use as your sales team batting average, consistent measuring and sharing of the stat is important. The inputs needed for these calculations should be available from your company's CRM system. Software packages in the sales acceleration and gamification space can help ensure that the activities are being accurately recorded by your salespeople. Many of these tools also offer the ability to share the stats in real time with your entire team, resulting in that healthy competition that will drive an increase in your team's productivity.
Sean Gordon is the CEO of Intelliverse, a provider of sales acceleration software. He has more than 20 years of sales leadership experience with companies including West IP Communications, AT&T, and EMC.