Sales Cloud: Leveraging Gamification to drive Sales Engagement at Comcast Todd GoodbinderComcast National Vice President of Sales & Sales Ops – Business Services

#DF12Gamification #DF12Engagement

#DF12Gamification #DF12Engagement

Communications - Information - EntertainmentCable Communications Cable Networks Broadcast Film Parks Other

#DF12Gamification #DF12Engagement

Business Class Solutions

Comcast has the resources, products and support customers need to be more competitive.

o Network Diversityo Scalabilityo Reliabilityo Industry Leading Data Serviceo Lower Cost Higher Quality Voiceo TV for Business Needso Local 24/7 Business Class Support

Product Portfolioo Business Class Interneto Business Class Voiceo Business Class TVo Business Class Etherneto Business Class Trunks (PRI)o Business Class VoiceEdge™

#DF12Gamification #DF12Engagement

Pre Salesforce Situation

o Legacy “home grown” order processing toolo Lack of visibility into metrics o Highly transactional sales force o IT development lags business pace

#DF12Gamification #DF12Engagement

Leverage Salesforce Investment

o Accelerate understanding of performance activitieso Improve utilization of CRMo Shift perception of Salesforce from management to sales tool

#DF12Gamification #DF12Engagement

Next Goal: Wider Organizational Adoption

o Management recognized value of Salesforceo Improve Chatter valueo Pull sales teams into Salesforce vs Pusho Drive Engagement through Contests

#DF12Gamification #DF12Engagement

Drive Sales Engagement

o Focus team on success indicatorso Improve Salesforce tool engagemento Increase contest impact thru communicationo Use competition to motivate sales force

#DF12Gamification #DF12Engagement

Sales Incentives Practices

o National and local incentiveso Limited visibility of contests => Conflictso Incentives focused on outcomeso Lack of regular updates on contests

#DF12Gamification #DF12Engagement

Gamification Solution

#DF12Gamification #DF12Engagement

Demo

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Communication

#DF12Gamification #DF12Engagement

Leaderboard

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Building a Contest

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Building a Contest

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Results: Average Appointments Set/Day Contest

Wallace Wright DeWitt Franke Hayes0

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Déjà vuSledgehammer

#DF12Gamification #DF12Engagement

o Competition skyrocketedo Contest administration burden removed

o Sales Ops Manger - Jason Franklin“….results are instant and everyone knows where they stand”

o Sale Manager - Dan Oleson “…The email updates and Team Ranking keeps the Contest objective in minds of our Sales

Team...”

 

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Comcast Quotes:

#DF12Gamification #DF12Engagement

#DF12Gamification #DF12Engagement