Back to Full Site


The Harte Hanks Blog

Gamification in B2B Sales: Is it Time? Part I

By Peter Ostrow

As long as salespeople have walked this earth, they have been driven by money, first and foremost. Be it the straight-commission, somewhat distasteful used-car lot sales rep, or the enterprise software business developer attempting to beat quota, the promise of additional, usually unlimited compensation serves as an effective motivator for individual contributors.

fig 1

For as long as commissions, spiffs, overrides, bonuses and President’s Club trips have dangled in front of sellers, their managers have also used short-term contests and game mechanics to inspire additional layers of behavior.


Source: Aberdeen Group

Leave a Reply

Your email address will not be published. Required fields are marked *

Connect with US