Driving your sales teams to go above and beyond by setting and rewarding stretch goals.
This article summarises the use case for ‘Milestones’ in competitions, including details from the Motivational Designers view, and also the end-user.
Motivational Designer:
Milestones can be used to drive competition within your sales team enticing them to go above and beyond to earn greater rewards.
For ‘Milestones’ to take place aggregate base behaviours have to be used as well as a time limit. In this example, we will use - ‘Close 5 Opportunities Per Month’ with a time limit of 1 month. Once 5 opportunities have been closed we are able to set new Milestones stretching the reps to go above and beyond their targets.
As seen from the Motivational Designer view of the base behaviour, we’re able to set our own criteria, such as the ‘Function Target’, allowing us to specify when we want to reward users. In this example, a reward will be given after 5 opportunities have been closed.
But what happens if they closed more in the month and you want to give them extra points?
This is where Milestones come in.
Within the same base behaviour, we have created a Milestone with a ‘Function Target’ of 7, an increase from 5. As the Milestone suggests, 20 additional points will be rewarded once the end-user has now closed 7 opportunities.
When you add a Milestone, you can:
Add a description.
Add the stretch function target.
Create a new badge.
Give a different reward message.
Apply additional points if your Players reaches this Milestone.
There is no limit to how many Milestones you can add to a behaviour.
Player:
Within an opportunity, your sales rep would be able to keep track of his / her progress by clicking the dropdown on the behaviour. As you can see, 4 opportunities have been closed, with the ‘Function Target’ of 5. Below this in between the dotted yellow lines are the Milestones that have been set (7, 10, 15).
Within the Performance Centre, the user will be able to track their progress as well as check the leaderboard and their current status of the competition.
Here the end-user (player) will be able to look at a trajectory forecast of how quickly they need to progress. As you can see the two below graphs show the same behaviour yet with different pacing settings linked to the base behaviour. On both occasions, the player is ahead of target and on track for success.
Figure 1: Linear Graph - Used as a constant rate of progression towards target
Figure 2: Front Loaded Graph - Used for a higher rate of progression at the start
Notes:
Please be aware the points for the Base Behaviour will not be awarded until the the 'Time Limit' specified has ended. In this case milestone rewards may appear before the main Base Behaviour points.