Serial Lead Days: 6 Steps to Turn your Prospecting Days into a Game

In some sectors, securing a good appointment by phone already accounts for 50% of the sale. However, given the repetitive nature of the exercise, poorly qualified prospect lists, and the monumental failure rate of calls, it’s not uncommon to see sales reps discouraged by teleprospecting. Prospect days or “Lead Days”, represent a partial solution in many companies: all sales forces dedicate themselves to a true “sales commando operation”. The objective is to activate a maximum number of leads during a short, defined period. While they do allow focusing on calls that tend to be postponed, these days are not necessarily more motivating.

Here are the steps that will allow you to gamify your Lead Days to maximize their productivity. This will help reconcile your sales reps with teleprospecting.

Create a Unique Experience

To begin, the success of your teleprospecting day will largely depend on the environment in which it takes place. Create a practical setting, free from external distractions. Also foster curiosity for novelty and immersion. Focus on the visual experience to make this moment attractive and unique. Don’t necessarily try to detach from reality: it’s time-consuming and often unsuccessful. Derive the universe of your “game” based on the company’s key objectives. For example, if your company’s context leads you to develop a new and specific segment, adapt the game’s context to that branch.

Assign Responsibilities, Create Roles and Teams

Like successful social media games, the goal is to foster the emergence of community mechanisms. Many social media games rely on the concept of interdependence to achieve this. For example, key information can be used as a “currency of exchange”. Determine in advance who holds what and how to obtain it. Beyond the playful aspect of the exercise, this approach will allow you to foster essential mutual aid behaviors that can be sustained thereafter.

Gamify, to Break the Repetitive Nature of Teleprospecting

Segment your objectives into graduated challenges or “levels”. Gamifying is not about making the task easier. On the contrary, ensure that the difficulty increases with each level and lead your sales reps to surpass themselves by securing appointments with prospects who are generally very difficult to reach. Indeed, don’t forget that only intrinsic motivation is sustainable. In the same way that through games, hobbies, and sports, the feeling of progress and the idea of surpassing oneself will be the driving forces of your exercise.

Discover the Incenteev gamification solution in 10 minutes

Define Clear Objectives, but not the Strategy

Furthermore, plan team reflection periods to allow creativity to flourish. Experimentation must be at the heart of your Lead Day, even if it means simplifying information. This idea is found in MMORPGs, or “massively multiplayer online role-playing games”. In these highly engaging online games, the player and their team are immersed in a complex situation with many possibilities to achieve a specific objective. Here, you will play on the pride felt in having found “the solution”.

Measure Intelligently and Focus on “Real-Time Feedback”

It is essential not to gamify a practice “just for gamification”. Indeed, using game-based practices allows for a step back from daily routines to better analyze them. During the game, you will need to provide regular and relevant feedback on the variables you have defined in advance. For example, it is generally difficult to measure the perseverance of your sales reps. The game context can then allow you to take this notion into account. When an appointment is secured, the greater the number of calls it required, the more weight it can carry towards the game’s objective. Already equipped with a real-time feedback system connected to your CRM, the Incenteev solution could perfectly serve as an interface at the heart of your Serial Lead Day.

The Concept of Back to Real Life

Finally, it is as important to introduce a game as it is to conclude it. You will then need to carefully manage the transition to everyday teleprospecting. Highlight the good practices and mutual aid behaviors observed during the game. Ban extrinsic rewards like iPads and gift boxes… To motivate long-term, focus on the feeling of progress!

It’s your turn to share your experiences with teleprospecting days. Have you ever had the opportunity to participate in a Serial Lead Day? What are your success criteria for such a day?

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