Sales Force: Find out why Natura invested in Gamification

In 2018, the DOT digital group developed a gamification strategy for Natura, the largest cosmetics company in Latin America, which is, proudly, Brazilian. The company aimed to increase the sales of hundreds of thousands of consultants throughout Brazil. Read more here.

Why did Natura bet on gamification to increase sales performance? There are several reasons, but the Six-Box model helps us understand some of them:


 

The sales consultants demonstrated already having the necessary sales tools and resources (Box 2), Natura incentives (Box 3) and personal motivation for sales (Box 6). Despite knowing that consultants had different competence levels for completing tasks, we banked on the fact that the right training could improve the skills of all consultants.

The sales consultants had problems in the contextual area, lacking immediate feedback on performance (Box 1) and more step-by-step instruction (Box 4).  Gamification has much to contribute to these issues:

  •  LEARNING – Rules were developed to encourage sales consultants to engage in distance learning through instructional videos and to ask their leaders for more guidance.
  •  FEEDBACK – the Gamified app provided rich, immediate feedback on daily tasks: “You have finished task X and earned 20 points” or “You failed mission X. Next time try doing this and that

The results allowed Natura not only to engage sales consultants and increase their revenues, but also to better understand their habits, profiles and performance gaps.

The collected data helped to quantify findings, creating guides and metrics that provided the company with reliable knowledge on its outside sales representatives.

As it is clear to see, gamification goes far beyond exhilaration. Gamification is about optimization, performance enhancement and quantitative evaluation of the resulting ROI.

Want to apply gamification on your sales team? Talk to our experts.  

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[Videocase] TIVIT invests in augmented reality to empower sales force

The need to offer more compelling content that engages sales professionals led TIVIT, a leader in integrated technology services in Latin America, to invest in technologies such as augmented reality to empower the sales force.

“Our development program is to support the business in the challenges of the company to whom we can continue generating business, bringing value to the company.”

See the statement of Talita Aguiar, Supervisor of organizational development at TIVIT, about this DOT digital group case.

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Games in corporate education | Honda Case for sales force

Games have always pleased audiences. They motivate, enthuse and focus on the behavior of the players. For years games have been linked almost exclusively to the entertainment industry.But the scenario has changed and today, using games is a valuable resource in corporate education.

Get to know the Honda case for sales force now!

CHALLENGE
Honda had two challenges: to replicate the actual functions of their CRM by simulating the situations and difficulties faced by dealership’s managers across the country, and enable the Sales team to sell the Honda Bank financing.

SOLUTION

The solution was to create two games to be used in live training. For the challenge with CRM, the game was developed in the desktop format, which faithfully simulates the main functions of the real system, but that adds the game dynamics with the inclusion of objectives, actions external to the system and points, always based on the gamification strategy.

For the sales challenge, another game was created, this one for tablets and smartphones. With an interactive story and virtual customers, the game simulates calls for salespeople to learn how to interview customers, collect data, propose and negotiate.

 

Everything for the employee to learn in a digital environment before acting with real clients 🙂

 

 

 

RESULT

The games are aimed at the motorcycle and car segments and was tested and approved by Honda’s sales teams. The positive results are coming together with sales effectiveness and better service!

About 2,500 people have already been trained in four months of the program. The Honda Financial Services Training team has already received a return from dealers reporting improved service and increased financing sales. Upon completion of the program, the game will be available on Honda’s education platform so that vendors can play online, keeping learning from face-to-face training alive any longe

ROI

The game has the mechanics of time-management, where the player must perform the actions and finish the objectives in the given time, a solution that combines with the real goal of the managers that is to manage the leads quickly.

Objectives and actions are also evaluated according to the correct use of the tool and the correct application of the processes.In this way it is always possible to evaluate, measure and intercede with the team!

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