CASE: Gamification Empowers Realtors and Boosts Sales Results
The app that uses gamification and storytelling techniques was decisive for Yuny Store team training
Every business needs to sell to have better results. For this to happen, it is necessary to provide efficient tools for sales teams to leverage their strengths. This is the case with training, which makes salespeople more qualified and more assertive, converting more.
However, the traditional training formula – which takes salespeople out of their worksite and puts them in a room for a monotonous lecture – no longer engages. Most people keep checking messages on their cell phones and in the end it is not possible to measure what has been learned. In addition, a few days after the training, most of the past information has been forgotten.
In the real estate segment, this is even worse. Today the average conversion rate to sales is only 1%. Real estate managers and developers say they lose a lot of business and one of the main reasons is the low qualification of realtors. Realtors need need to know all the specifics of the projects and for this need to be better trained in sales techniques, service and negotiation, among other topics.
For this reason, the industry has increasingly invested in gamification, which means using game techniques applied to any activity. That’s what Yuny Store has done. They hired Play2sell’s solution, which uses a mobile app to train brokers through a game. Complex contents and key techniques are inserted into a game and knowledge is tested through quizzes, promoting healthy competition among brokers. In addition, with the app the company has a more robust sales incentive program, as top in the ranking can earn points and awards.
For Alessandro Tessicini, sales director of Yuny Store, the use of gamification was very important for the company. “We had a noticeable improvement on the qualification issue. This was a training gap and gamification helped a lot! ”. He explains that this initiative made the company’s sales results increase greatly. “Our last release was the Grand Habitarte. It exceeded our sales expectations. And certainly gamification helped a lot because people were very engaged.”he says.
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