Paper info: GAME DEVELOPMENT AND APPLICATION FOR SALESPEOPLE TRAINING
GAME DEVELOPMENT AND APPLICATION FOR SALESPEOPLE TRAINING
M. Dauer,Giancarlo Pereira , C.V. Viegas and M. Borchardt
Place of Publication
The paper was published at the 34th IMP-conference in Marseille, France in 2018.
Gamification can improve salespeople training by promoting game experiences in organizational contexts. Despite the potential benefits to the area, the literature on the subject is scarce. The aim of this paper is to fill this gap by investigating the requirements to apply gamification on salespeople training and provide managerial implications to the field, thus contributing extensively to the impact of research to the practice. The research took place in one of the information technology global leaders. The company has more than fifty thousand employees globally and uses gamification to improve the performance of its salespeople. Game-based training developers were interviewed as well as managers and salespeople who participated in these training. The findings contribute by indicating the requirements for the development and application of games. Game development requires the practical content approached in a fun context; promotion of competition; feasibility of self-analyze performance; and promotion of simulated challenges. Game application requires instructors who have a good personal reputation among the salespeople and knowledge in the sales area; the co-optation of salespeople through the indication of the benefits received by other professionals; the setting of the environment of the game; the promotion of competitions between subsidiaries; the provision of financial or non-financial awards; and conflict management among players. The observation of the identified requirements increases the knowledge sharing among participants, as well as the engagement and performance of salespeople.