How to Motivate Remote Sales Teams? Modern Gamification

Written by Emmaline Shettel

Emmaline Shettel is a Sales Development Representative at The Selling Factory. She is a senior at the University of Florida majoring in telecommunications with a minor in digital arts and sciences. She is passionate about content creation, as well as music and video games. She will be starting a position as a Research Coordinator for the UF College of Engineering upon graduation.

Photo on Unsplash by Igor Karimov

Gamifying the work experience has become more popular and an effective way to increase employee engagement in the workplace. “Gamification” is the process of using a sense of reward to encourage someone to take a desired action. In the workplace, gamification is implemented with the goal of employee engagement, as well as e-learning and employee training. Gamification has always existed in sales teams, incentivizing employees to boost their sales through bonuses, vacations, and other enticing prizes. 

Ever since COVID-19 hit, the importance of gamifying the work experience has increased. Bonding with new employees virtually may not always be the most interactive experience, but there are ways to change this, specifically for a sales team.

There are multiple other ways to incorporate gamification in the workplace, specifically in a sales role. Incorporating friendly competition between SDRs can sometimes be creative and compelling to boost quotas, as well as providing incentives that motivate employees to interact and get heavily involved in their sales role. 

A great source that highlights sales gamification comes from Agile CRM, emphasizing reassessing, motivating, and uniting employees through gamification. My question to companies is “why aren’t you incorporating sales gamification?” It has become an interactive must in every workplace.

How to Gamify Sales from the Start

From the start of being hired at a company, the experience can be gamified. The term “recruitainment,” a combination between recruitment and entertainment, helps explain how recruiters make the hiring process fun and informative. This is especially important for employees who begin from a remote workspace, as they will feel welcomed and more in tune with the company.

There are options such as a virtual reality (VR) office through Hubs by Mozilla. Normally, VR is associated with video games, which is why it is so diverse and interactive to bring into the work-from-home environment that most employees have been forced into, due to the pandemic. This VR office acts as a way to communicate fast with supervisors; it is a great way to feel like you are in the office at your own home. 

Even before COVID-19 hit, the VR office served as a great way to provide interaction for team relationship building events outside of normal work hours or for more training. Without this VR office, a newly hired employee, especially remote, may not feel as trained or bonded with the other employees. This is an effective way to train new hires if they can not come in until a certain start date or need extra training outside of the office.

Best Practices for Gamification for Remote Sales Teams

Another way to gamify the work environment is through team relationship building events held through either Zoom or Google Meets. Town halls are an effective way to stay connected with the number of interns and employees a company has; these town halls are a good way to catch up with campaigns, network, joke, and a chance for somebody to receive a gift card in a raffle of attendees.

One of the most gamifying experiences could be hosted through Zoom, Google Meets, or Microsoft Teams, introducing a virtual game that encourages employees to engage in friendly competition, as well as work together for a prize. Gamification ties in greatly with technology, which is inevitably advancing in the work field, holding many benefits for companies and their employees. 

What are the Benefits of Gamification for a Sales Team

Sales teams should create a company culture that supports productive fun and improves team dynamics. In any relationship-building event, the interns and employees that participate would be able to get to know each other better, share laughs, and play a game together. 

Experiences like this help gamify a company’s remote workspace and strengthen bonds between employees. Additionally, gamification elicits the emotions and drive to excel, compete and improve. These aspects motivate sales representatives, enhance their sales strategies, and ultimately boost sales for the team.

Being on a sales team has never been something I have seen myself pursuing as a Telecommunications major, but gamification is an opportunity for companies to make work interactive and thoughtful through its remote training skills. Through virtual town halls, team-building events, and a VR office, I am able to be much more engaged and motivated in a remote workspace.

Remote jobs will keep increasing, so maintaining and cultivating company culture and personality is crucial for employees to stay engaged in their roles and tasks. I feel more connected to companies through their gamification, and I hope to see more of it in my roles.

The reality is that gamification is the future of the workplace, and helps encourage sales success, as well as work motivation and engagement for employees. It is safe to say companies and employees should get their game on.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.