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Why KPIs do not Sell
Gamification
Is a powerful leadership tool to increase collaboration and sales, however, often overlooked.
KPIs direct behaviours towards internal performance goals, but not what clients care about -Their Outcomes!
This internal focus creates a significant disconnect between organisational efforts and customer needs. Employees may become preoccupied with meeting internal targets and generating reports, even if those activities do not directly contribute to improving the customer experience or driving sales.
The evidence is real - and nuanced
A meta-analysis by Sailer & Homner (2020, Educational Psychology Review) found gamification produces genuine gains in motivation and behaviour, with one finding especially relevant here: competition paired with collaboration consistently beats pure competition alone. But it isn't automatic - Deci, Koestner & Ryan's landmark analysis of 128 experiments (Psychological Bulletin, 1999) found that rewards given just for completing tasks can undermine motivation over time. The takeaway: gamification works when it's tied to behaviours people find genuinely meaningful, not as a scoreboard for things nobody cares about.
Is it important? Gamify it!
Create "soft" KPIs around collaboration to improve
customer outcomes
Incentivise Behaviours
Gamification can be applied to virtually any type of task, within any organisation, regardless of size or industry. It is a surprisingly simple and straightforward approach that requires minimal financial investment, yet it can generate significant returns.
Collaboration
By introducing game-like elements into the workplace, we not only motivate employees to complete important tasks but also create a more fun, engaging, and productive environment.
Sell More
Clients do not select their partners solely based on product quality or price. Instead, a key criterion is the willingness to go above and beyond to achieve client outcomes.
Case Study: The Innovation Games
While leading sales innovation programs inside a global enterprise technology organisation, we built "The Innovation Games" - a gamification initiative designed to shift teams away from internal reporting metrics and toward collaboration centred on customer outcomes. The approach and results are documented in full below.
We help you tailor gamification strategies, to incentivise customer outcomes first and differentiate your selling. By creating subtle KPIs focused on improving collaboration around your customers' real objectives, you can create a more customer-centric sales strategy that drives better results for your customer and your organisation.
Our gamification techniques will help you motivate your workforce and encourage collaboration around your customers' objectives. With a customer obsessed sales strategy, you will stand out in the crowded competitive market and drive better outcomes for your clients.
Ready to make collaboration your competitive edge?
Every gamification program is built around your team's actual objectives and your clients' real outcomes - let's scope what that looks like for you.
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