Gartner Research

Use Gamification to Improve Sales Performance by Motivating Middle Performers

Published: 30 September 2015

ID: G00274520

Analyst(s): Tiffani Bova, Brian Burke, Samantha Searle


Sales compensation plans are fundamentally flawed. They reward top performers and fail to motivate middle performers. Even a slight improvement with the latter can have significant impact. Use gamification combined with learnings from behavioral science to motivate sales to greater success.

Table Of Contents
  • Key Challenges



  • Shift Your Sales Compensation Strategy to Move the Middle Performers With Gamification
  • Motivate Sales Executives With More Than Money to Drive the Desired Behaviors That Improve Sales Performance
  • Use Gamification to Provide More Engaging and Effective Sales Training on New Products and Services

Case Studies

  • Leading Global Hotel Company Gamifies New Hotel Training Platform to Increase Meeting Revenue
  • A Global Technology Provider Achieves a 140% Increase in New Pipeline

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