Tracking field rep activity means capturing what your reps do in the field—visits, check-ins, calls, and outcomes—so you have real data to coach from, not guesswork. When it's done right, activity tracking improves rep accountability, surfaces pipeline problems early, and gives managers a clear picture of what's actually happening between Monday morning meetings.

## What "Field Rep Activity" Actually Means

Before setting up any system, it helps to define exactly what you're tracking. Field rep activity generally falls into a few categories:

- **Check-ins and visits** — when a rep physically arrives at a customer or prospect location
- **Calls and follow-ups** — phone outreach logged against a specific account
- **Meetings and demos** — scheduled face-to-face interactions
- **Outcomes and notes** — what happened during the visit, decisions made, next steps
- **Order activity** — products pitched, samples left, orders placed

The most common mistake managers make is tracking only the surface metric—number of visits—while ignoring outcome data. Volume without context tells you a rep was busy, not whether they were effective.

## Why Most Activity Tracking Fails

If you've tried to get field reps to log activity in a CRM before, you already know the main obstacle: reps don't do it consistently. A persistent challenge in field sales is that logging feels like admin work—something that slows reps down rather than helping them sell.

There are a few reasons activity tracking breaks down in practice:

- **The CRM is too complicated to use on a phone.** If logging a visit takes multiple steps and a long text field, it won't happen in the moment.
- **Reps don't see value in it.** If data only flows to management and never comes back to the rep as useful feedback, the system feels one-sided.
- **Logging happens hours or days later.** Late entry means incomplete data—details get forgotten, timestamps are wrong, and the records become unreliable.

Solving the logging problem is actually a UX problem, not a discipline problem. The right tool makes capturing activity fast enough that it doesn't interrupt the rep's day. Mandating compliance without removing friction will always produce low-quality data.

## Setting Up Activity Tracking That Reps Will Actually Use

### Start with mobile-first capture

Field reps are not at desks. Any activity tracking system that requires desktop entry will fail for the majority of your team. Your CRM needs a mobile app where a rep can check in at a location, add a note, and log an outcome in under 60 seconds.

GPS-based check-ins make this easier—when a rep arrives at an account, the system can prompt them to log the visit automatically. Location verification also gives managers confidence that logged activity reflects what actually happened in the field.

### Define a short set of required fields

The more fields you require, the less likely reps are to complete them accurately. For most field teams, four data points are enough to capture at every visit:

1. Account visited
2. Visit outcome (meeting held, left materials, spoke to decision-maker, no contact, etc.)
3. Next step or follow-up action
4. Any custom form data specific to your workflow—shelf audits, competitive intel, orders placed

Keep optional fields optional. You can always add structure once adoption is established. Starting with a long required form guarantees low completion rates.

### Use automations to reduce manual logging

Modern CRM tools can pull activity from other systems automatically. If a rep logs a call through a VoIP platform integrated with your CRM, that call shows up on the account record without any manual entry. The same applies to email—sent messages can sync to account timelines automatically.

[Outfield's field sales software](https://www.outfieldapp.com/field_sales_software_and_app) includes automated activity capture alongside GPS-verified check-ins, which means less time logging and more accurate data than manual-entry systems.

### Give reps visibility into their own data

If reps can see their own activity stats—visits logged this week, outcomes by account, how their numbers compare to last month—they have a reason to keep the data clean. Transparent performance data changes how reps interact with the CRM. It stops being a management surveillance tool and starts functioning as a personal scorecard they have a stake in maintaining.

## What Managers Should Actually Track

Not all activity data is equally useful. These metrics tend to be the most actionable for field sales managers:

**Visit frequency by account tier** — Are reps spending time with high-value accounts, or spreading thin across low-priority stops? A rep who visits 30 accounts weekly but neglects the top 10 is not managing their territory well.

**Visit-to-outcome ratio** — What percentage of visits result in a meaningful outcome: an order placed, a meeting scheduled, a decision progressed? This ratio separates effective field coverage from activity theater.

**Days since last contact** — Which accounts are going dark? This is one of the earliest signals of churn risk or stalled pipeline, and it's easy to automate as an alert in most CRMs.

**Activity distribution across the week** — Reps who front-load Monday and Tuesday then go quiet Thursday and Friday often have time management patterns that coaching can address.

### What not to obsess over

Raw visit counts can be misleading. A rep who logs 15 visits a week with no outcomes is less valuable than a rep with 8 visits who progresses 6 of them. As a recent [Harvard Business Review piece on sales organization performance](https://hbr.org/2026/03/3-ways-to-supercharge-your-companys-sales-organization) points out, leaders under pressure often push teams to increase activity metrics—but raw activity volume rarely drives results on its own. Activity data is most valuable when it helps you identify what kinds of interactions actually move deals forward, not just how many touchpoints were logged.

Use activity data as a coaching prompt, not a ranking system on its own.

## How to Use Activity Data for Coaching

Once you have reliable activity data, the most valuable application is one-on-one coaching. Pull up a rep's account activity before your next check-in and look for patterns:

- **Accounts visited frequently but not progressing** — the rep may be stuck on an objection they haven't raised with you
- **High-potential accounts with no recent activity** — a candidate for re-engagement with a new approach or collateral
- **Strong performers you can learn from** — what does their visit-to-outcome ratio look like, and how can other reps replicate the pattern?

Activity data also makes performance conversations more specific and less subjective. Instead of a vague discussion about whether a rep is "doing enough," you're looking at concrete numbers—visits per week, days since last contact, outcomes logged by type.

For teams managing geographically spread accounts, pairing activity tracking with [sales territory management tools](https://www.outfieldapp.com/territory_management_software) shows not just what reps are doing, but whether they're covering their assigned geography with the right frequency.

Research highlighted in [Harvard Business Review](https://hbr.org/2023/07/how-to-boost-your-sales-reps-performance) on what drives sales rep performance found that experienced reps tend to prioritize quality of interactions over sheer volume — and the managers who coached to that distinction, using concrete activity data in one-on-ones, saw faster improvement than those who reviewed performance only at the aggregate level.

## Building a Culture Where Tracking Sticks

The biggest long-term risk with activity tracking is that reps treat it as a checkbox exercise—logging minimal data just to satisfy management. To prevent that:

**Use the data visibly in team meetings.** Show activity highlights, acknowledge strong performers, and surface insights from patterns in the data. Data that is referenced openly stops feeling like surveillance.

**Act on what you see.** If reps consistently log a specific objection or barrier in their notes, address it. Data that triggers no response from management quickly stops being logged carefully.

**Keep the system fast and simple.** Every time you add a required field or a new mandatory form, test it against this question: would a rep on the road between stops complete this accurately? If the answer is no, find a way to make it optional or automate it.

The most effective field teams treat activity data as shared information—useful to both the rep and the manager—rather than a one-way reporting obligation flowing up the chain.

---

If you're looking for a CRM built around the way field reps actually work, [Outfield's field sales software](https://www.outfieldapp.com/field_sales_software_and_app) makes activity tracking fast to capture in the field, easy for managers to review, and connected to the coaching and performance tools your team needs.

Learn how to track field rep activity effectively—what data to capture, how to automate logging, and how to use field data to coach and manage smarter.

large_field-sales-rep-checking-in-at-a-store.jpg

medium_field-sales-rep-checking-in-at-a-store.jpg

small_field-sales-rep-checking-in-at-a-store.jpg

thumbnail_field-sales-rep-checking-in-at-a-store.jpg

field-sales-rep-checking-in-at-a-store.jpg

How to Track Field Rep Activity (Without Micromanaging Your Team)

Cannabis brands are continually exploring new strategies to drive growth and outpace competitors. With the increasing number of cannabis brands, it's an ideal time for companies in this industry to utilize innovative tools and technologies to maximize their sales potential. Customer Relationship Management (CRM) software stands out as a key solution for streamlining sales processes, boosting customer engagement, and offering valuable insights for strategic decisions.

Advancements in sales technology have made CRM software a transformative tool for businesses across various industries, including cannabis. By investing in CRM software tailored for B2B cannabis sales, brands and manufacturers can reap numerous benefits, such as improved communication, data-driven insights, and stronger customer relationships. For a deeper dive into this topic, check out [this article](https://www.flourishsoftware.com/blog/cannabis-friendly-crm) written on Flourish's blog, an Outfield partner.

Guest auther Vien Trinh describes how to maximize your cannabis brand's reach with CRM

large_cannabis-crm-software.jpg

medium_cannabis-crm-software.jpg

small_cannabis-crm-software.jpg

thumbnail_cannabis-crm-software.jpg

cannabis-crm-software.jpg

Cannabis Brands: How To Integrate a Cannabis-Friendly CRM Into Your Sales Strategy

Over the last few months, we have made a number of important enhancements to various aspects of Outfield's core CRM features. This run of improvements has mainly been driven by direct customer feedback, which we always try to balance with the more groundbreaking new functionality we've introduced over the years, such as discussed in [our last features update.](/integrate-your-performance-system-with-any-business-app-apr-2023-feature-update) The next feature update post will include another big one that we've been working on for some time, but until then, here's a rundown of what's been launched lately.

## Product Kits

We built product kits to allow you to easily combine your products into a kit and add it to orders as a single line item. Kits are obviously a standard practice in many businesses and we are pleased to be able to bring this functionality into Outfield's deal pipeline and order management work flows. Furthermore, inventory tracking works seamlessly with product kits so whether or not a SKU is in a kit, it will be tracked properly.  

## Product Categories

We've also added product categories which sits at the parent level above products. We learned that many of our customers organize their product offerings within categories, so this serves as one more way to stay organized. Thus, you can now also search through your products by category as well.

## New Discount Types & Permissions

We've added 3 new discount types:

1.  BOGO - you can easily create any combination of "buy X get Y" types of discounts, from the standard "buy one get one free" on up to "buy three get two 50% off"
2.  Quantity-based - this allows you to set a minimum quantity before the discount gets applied. For example, create a discount to get 10% off if you buy more than five or save $1 if you buy two or more. 
3.  Kit - now that we have product kits, you can create fixed or percentage discounts that can only be applied to your kits. This gives to the flexibility to either create a kit with a price that is "pre-discounted" or create a kit that is full price and is only discounted if you decide to apply the kit discount.

Along with these new discount types, we've added new permission options to discounts. Now you can create discounts that can only be applied to certain products, product variations, product kits or product categories. This gives you that degree of fine-tuning that some organizations need to execute their sales strategies.

## Expanded Last Activity Tracking

Based on your feedback, we've expanded our last activity feature on accounts. Now in addition to knowing in general when the last activity was on an account, you can break it down by when the last touchpoint, check-in, meeting, phone call, text message, email, progressed deal, or any one of your custom forms was last completed. Furthermore, you can colorize your account map by any of these new values and we improved the colorization colors for better readability. 

## Other Notable Highlights

-   We added new user level permissions for disallowing users to add one-off line items, one-off discounts, and changing product price on order line items.
-   We improved the UI on the Outfield mobile apps for adding discounts and taxes to orders. You can also now search and filter your discount and tax list in this case.
-   The accounts section on the Outfield mobile apps now defaults to colorizing by last activity, which saves many of our users a few taps every time they use the app.
-   You can now also sort the accounts list by last activity date on the Outfield mobile apps when colorizing by the various last activity type options. 
-   We've expanded our suite of direct/native integrations yet again. Drop us a line if you are interested in learning more.

Explore the new features we have launched recently including product kits, new discount types, expanded last activity tracking, & more

large_what can a sales man

medium_what can a sales man

small_what can a sales man

thumbnail_what can a sales man

what can a sales man

Product Kits, New Discount Types, Expanded Last Activity Tracking, & More - Aug 2023 Feature Update

For the past couple of months, our team has been hard at work building in a subtle but extremely powerful new capability. Let's not bury the lead anymore. You can now integrate your performance system in Outfield with 5000+ business apps! Let's dive in.

## Performance System Integrations

In the Outfield web app as an admin or league commissioner role, when you navigate to the Performance+ dropdown and click Settings, you will now see some new options. Each performance category now has a button to add a custom action. The hustle category already allowed you to add a custom action from your form fields and the diligence category already allowed you to add a custom action from your forms. But now each category allows you to add a custom action from an external source, such as Quickbooks for example (but this could be any business app). Here is what the screen looks like to add a custom action from an external source.

![add custom performance system action](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/add%20custom%20performance%20system%20action.png) 

As you can see in the screenshot, we are adding a custom performance system action so that every time an invoice is paid in Quickbooks, it will automatically create 3 hustle points per $1,000 for the team member who closed the deal. 

This example is of course one of nearly an infinite number of possibilities allowing you to now tailor your performance system to exactly the KPIs and other workflows that are valuable to your business throughout your entire tech stack, no matter what set of business apps you use! In other words, you can now bolt on Outfield's industry-leading performance and gamification system to anything! In case it wasn't apparent, we are pretty darn excited about this new capability :)

## Team Activity Totals

In other news, we've also embedded the activity totals into the Team Activity timeline as shown below.

![team-activity-totals](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/team-activity-totals.png)

The Team Activity timeline now also defaults to this week. These changes were made to allow you to more easily follow your team's productivity this week at a glance.

## Other Notable Highlights

-   We have optimized our CSV export system so you can now export much larger datasets 
-   We completed a series of performance upgrades behind the scenes and the Outfield web app is now more than twice as fast. Speed is a feature!
-   We've expanded our suite of direct/native integrations. Drop us a line if you are interested in learning more.
-   We've been doing some UI polishing on the Outfield Android app. Don't look directly at the light.

You can now integrate your performance system in Outfield with 5000+ business apps!

large_performance-system-i

medium_performance-system-i

small_performance-system-i

thumbnail_performance-system-i

performance-system-i

Integrate Your Performance System With Any Business App - Apr 2023 Feature Update

We've been at it again continuing to knock [performance league enhancements](/performance-league-handicap-system-larger-account-maps-dec-6-feature-update) based on your excellent feedback. But as always, we balance this work with upgrades and improvements to our core CRM. More on that in a minute. First up, let's cover a popular feature request we've been getting where users ask some version of, "where did these performance points from today come from?" Now you can find those answers and more in the Stat Book.

## Stat Book

The Stat Book lives on the Outfield web app in the League Play section. It is a new tab within this section along with matchups, standings, leaderboard, and profile. Within the Stat Book by default you will see performance points by week over time for your team members as a line chart and below within a table. 

![league_play_stat_book_default](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/league_play_stat_book_default.webp)

From here you can dig into your performance stats to uncover trends, verify accuracy, and gain deeper insight on how to further boost output. For example, you can use the filters button in the upper right to filter the date range, the specific performance metric (one or multiple aggregated), the team member, and aggregate multiple performance leagues.  If you click any table cell in the table, it will open a popup showing the detailed breakdown of where all those performance points came from.

![league_play_point_action_breakdown](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/league_play_point_action_breakdown.webp)

From there, you can click the view button on any particular performance metric to see the actual activity that produced the performance points. Furthermore, if you choose to filter by a single team member, you will be able to see their breakdown in the table by performance category: hustle, diligence, preparation, leadership. If you use the aggregate by leagues filter, you will be able to see the combined performance over time of the entire league or set of leagues rather than broken down by team member. As you can see, the Stat Book is a powerful new tool to dive deep into your team's performance stats. 

## Multiple Phones & Emails

Next up, we have added support for multiple phones and emails on your Outfield accounts. To stay organized, you can also label your account phone numbers and emails, e.g. office: 555-555-1234, mobile: 555-555-4321. This functionality is supported on both the Outfield web app as well as the latest versions of the Outfield mobile apps. This provides a simple yet effective way to better represent and manage your account info and touchpoint generation.

![multiple_phones_and_email_support](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/multiple_phones_and_email_support.webp)

## Other Notable Highlights

-   You can now colorize the Outfield web app calendar by team member.
-   In activity timelines on the Outfield web app, we moved the Details link out of the dropdown list and into its own button for easier access.
-   Also in activity timelines, we added the full date in all cases, as opposed to just saying "yesterday" for example.
-   The holidays are great for many reasons, but they are also a great time to knock out major backend upgrades. You may not notice most of them, but a number of upgrades were completed. For example, we upgraded our server autoscaling functionality for better and more consistent web speed performance.
-   In addition to a number of fixes and improvements behind the scenes on the Outfield mobile apps, we fixed an edge case crash on the iOS app for those of you who quickly tap in and out of accounts many times in a row. You know who you are :) ...this was a tricky one to track down but we finally squashed it!

League Play Stat Book is live so you can always find out where anyone's performance points came from & better strategize how to further boost output

large_league_play_stat_boo

medium_league_play_stat_boo

small_league_play_stat_boo

thumbnail_league_play_stat_boo

league_play_stat_boo

Stat Book & Multiple Phone+Email Support - Feb 2023 Feature Update

### **![DALL·E 2023-01-17 11.00.39 - Show a comic book sales person wearing a cape and holding a big #1 trophy ](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/DALL%C2%B7E%202023-01-17%2011.00.39%20-%20Show%20a%20comic%20book%20sales%20person%20wearing%20a%20cape%20and%20holding%20a%20big%20%231%20trophy%20.png)**

### **What Is A Brand Ambassador?**

A brand ambassador is a person who represents a company or brand in a positive light, often through personal interactions and demonstrations. They are responsible for increasing brand awareness and promoting products or services to potential customers. They may work at events, in-store promotions, or on college campuses, and interact with consumers to educate them about the brand, answer questions, and drive sales. They may be employees of the company or independent contractors who are responsible for collecting customer feedback and relaying it to the company.

As a former brand ambassador, working in the field marketing industry for top companies like Beats By Dre (Apple), Whirlpool, and others, I have gained a great deal of experience in the field. My experience ultimately led to the creation of Outfield, an app that was originally designed to address the specific needs of brand ambassadors who are responsible for driving brand awareness and sales at various retail outlets.

Now that Outfield has evolved into one of the world’s leading CRMs for field marketing and sales, it is in a much better position to address some of the unique opportunities that were once out of reach for brand ambassadors. In this article, I will briefly discuss how Gaming CRMs can assist brand ambassadors in their role, while also expanding the value they offer to their clients.

### **Leveraging Productivity Metrics To Drive Trust**

One of the key challenges for brand ambassadors is the need to clearly share their performance metrics with clients and well as their upper management. Gaming CRMs offer advanced dashboard views, analytics, user attributes, and other tools that make it easy to track and share performance metrics. This allows brand ambassadors and field marketing agencies to prove their value to clients, who are always looking for new ways to justify their investment in partner vendors.

### **Accountability and Performance KPIs**

Another challenge for brand ambassadors is holding themselves accountable to the KPIs set by their clients. Gaming CRMs offer a clear understanding of individual goals and how they link to the high-level goals of the client. This ensures that brand ambassadors are meeting their goals and delivering the results expected by their clients.

![League-Play-02-1024x131](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/League-Play-02-1024x131.jpg)

### **Clearly Defining Areas For Improvement**

Gaming CRMs also allow for better communication and collaboration between teams, improving overall program execution. They offer advanced analytics and reporting capabilities that can help brand ambassadors identify areas for improvement and make data-driven decisions. This helps to ensure that their efforts are focused on the areas that will have the most impact for their clients.

Overall, Gaming CRMs offer a powerful solution for brand ambassadors looking to improve their performance and expand the value they offer to clients. With advanced features such as performance tracking, accountability, and communication tools, brand ambassadors can better meet the needs of their clients and achieve their goals. By leveraging the latest gaming technology, brand ambassadors can gain a competitive edge and stay ahead in the ever-evolving field marketing industry. Whether you're a seasoned brand ambassador or just starting out, Gaming CRMs can help you reach new heights in your career and achieve success for your clients.

* * *

[Outfield](http://www.outfieldapp.com) is a performance based CRM company that specializes in leveraging game theory and behavioral psychology to drive CRM adoption, motivation, and overall productivity among sales organizations. With customers in over 50 countries, Outfield’s gaming CRM helps teams work simpler, smarter, and more effectively. Becoming the world’s most highly adopted CRM is their mission, and their vision is to accomplish this by creating a platform that is aligned with the values of the up and coming generation of sales people.

Learn how Gaming CRMs can help brand ambassadors improve their performance, meet client's expectations and expand the value they offer. Discover the features that make Gaming CRMs the key to success for brand ambassadors.

large_performance-based-cr

medium_performance-based-cr

small_performance-based-cr

thumbnail_performance-based-cr

performance-based-cr

Gaming CRMs: The Key to Success for Brand Ambassadors

CRM gamification is the application of gaming mechanics, elements, and designs to CRM systems. Among other uses, it is a process that leverages game theory and behavioral psychology as the driver for increased CRM adoption and motivation for sales professionals to improve productivity. Moreover, CRM gamification can be used to encourage customer loyalty, increase customer satisfaction, and improve employee morale. CRMs with gaming tech exist in many different forms, but usually offers similar value propositions.

### **Rewards and Incentives**

One way that CRM gamification can be implemented is through the use of rewards and incentives. For example, employees who consistently achieve sales and other work related KPIs might be rewarded with points or badges that they can redeem for prizes or recognition. This type of gamification can help to create a sense of competition and encourage employees to work harder to achieve their goals.

![DALL·E 2022-12-30 13.47.36 - Show a comic book sales person wearing a business suit and cape, while holding a big #1 trophy ](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/DALL%C2%B7E%202022-12-30%2013.47.36%20-%20Show%20a%20comic%20book%20sales%20person%20wearing%20a%20business%20suit%20and%20cape%2c%20while%20holding%20a%20big%20%231%20trophy%20.png)

### **Leaderboards and Versus Matchups**

CRM gamification can also be applied through the use of [leaderboards](https://gamify.outfieldapp.com/gamification/business/sales/software/sales-leaderboard-software) and digital matchups among sales reps. As can be seen in the examples below, employees can compete against one another to see who can achieve the highest scores or who can close the most deals in a given period of time. This use of gaming mechanics can generate friendly competition among team members and motivate them towards peak performance. They also present opportunities to recognize sales reps for their output.

![tour-19-309bc7b4f670f6d49224ac8f341302550ad83d3f5bb22828ae5b0b0c47521064(1)](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/tour-19-309bc7b4f670f6d49224ac8f341302550ad83d3f5bb22828ae5b0b0c47521064(1).jpg)

In addition to motivating employees, CRMs with gaming tech can also be used to inspire better customer engagement. For example, companies might offer incentives and rewards to sales people based on the number of touchpoints they have with customers, how they’re interacting with customers (in-person vs. over phone), along with volume of renewals they are able to acquire. With the proper optimization of this gamified use case, companies can expect an increase in appointments set, sales, and revenue.

[![Closers banner - sales gamification app](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/League-Play-02-1024x131.jpg)](https://closersapp.com/)

### **What is a Gaming CRM?**

As mentioned in a previous [blog post](https://explore.outfieldapp.com/what-is-a-gaming-crm),

_“A Gaming CRM is a type of sales enablement platform that leverages game theory and behavioral psychology to improve a user’s experience with traditional CRM capabilities. Not to be mistaken for a traditional CRM, these systems lead with game mechanics as the driver for user adoption, motivation, and productivity when using the CRM.”_

### **The Rise of Gaming CRMs**

With the emergence of Gaming CRMs, we will eventually start to see a [shift in values within the sales and business environment](https://explore.outfieldapp.com/how-the-gaming-crm-space-will-change-customer-relationship-management-forever-1). Through the digitization of gaming elements in sales, along with the growth of younger generations within the workforce, we are beginning to see how the future of game theory will incentivize sales reps to become more invested in their company’s sales performance. Additionally, sales reps will begin to care more about the proper utilization of CRM and the documentation of the their sales execution. Part of the reason has to do with the introduction of mechanics that are commonly used across all gaming platforms - player stats and [the social attributes tied to their player profile](https://explore.outfieldapp.com/how-the-gaming-crm-space-will-change-customer-relationship-management-social-identity). In short, a salesperson’s reputation will be on public display. Therefore, they have more of an incentive present a positive representation of themselves.

![Gaming CRM - Player Card - Closers](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/Picture2-3-1.png)

This heightened personal investment in their CRM progress, through the rise of digital sales gamification, is great for sales leaders. Especially those who might be struggling with user adoption, but are hoping to get the most from their CRM – utility, data output, analytics, sales improvement, etc.

Overall, CRM gamification can be an effective way to improve CRM adoption, employee productivity, and customer satisfaction. By using game design elements and mechanics, companies can create [a more engaged and motivating environment for both employees and customers.](https://gamify.outfieldapp.com/gamification/business/sales/software/gamification-apps-for-sales-employee-engagement)

* * *

[Outfield](http://www.outfieldapp.com) is a performance based CRM company that specializes in leveraging game theory and behavioral psychology to drive CRM adoption, motivation, and overall productivity among sales organizations. With customers in over 50 countries, Outfield’s gaming CRM helps teams work simpler, smarter, and more effectively. Becoming the world’s most highly adopted CRM is their mission, and their vision is to accomplish this by creating a platform that is aligned with the values of the up and coming generation of sales people.

Here we discuss CRM gamification, the emergence of Gaming CRMs, and their impact on the sales role.

large_rewards-and-gamifica

medium_rewards-and-gamifica

small_rewards-and-gamifica

thumbnail_rewards-and-gamifica

rewards-and-gamifica

What is CRM Gamification?

Webster defines gamification as the process of adding games or gamelike elements to something (such as a task) so as to encourage participation. While the word “gamification” is a 21st-century addition to the English lexicon, it’s concept is not new. Gamification can be applied to virtually all aspects of our existence. This includes situations that's we might not view as a game. An example is the popular game theory scenario of Prisoner’s Dilemma where two inmates are interrogated by law officers and given the choice of confession, reducing their individual prison sentence (at the expense of the other accomplice) or remaining silent (which potentially benefits both).

The theories behind gamification surpass various forms of study (e.g. economics, psychology, mathematics, history, etc.) However, for many of us, the first things that usually come to mind are board games and video games such as Chess and Pac-Man. Although, I do consider myself an enthusiast of gaming in these forms, I’m quite interested in how game mechanics can be leveraged to drive business strategies. More specifically, over the last few years I’ve focused my attention towards the application of gaming principles to sales execution. This is otherwise known as [Sales Gamification](https://explore.outfieldapp.com/what-is-sales-gamification).

Sales Gamification is the process of applying game mechanics to normal everyday sales tasks. The intention behind Sales Gamification is to alter sales reps’ behavior in a way that maximizes their productivity. For example, offering a steak dinner as a reward to the sales rep with the most referrals for the month.

Recently, myself and a few colleagues published a 50-Page White Paper On Sales Gamification. In preparation, we interviewed 100 sales directors across the United States on how they leveraged Sales Gamification into their sales execution strategy. Based on what we learned, we were able to present tips to sales managers who might be considering adding gamification to their sales ops.

The objective of the research was to know if the interviewees used game mechanics, how they used them, and what the results were. We learned many things throughout this process. However, there were three significant data points that you should be aware of if you’re unsure about incorporating gamification into your sales operations.

![DALL·E 2022-12-30 16.49.20 - Show a comic book sales person wearing a cape and holding a big #1 trophy ](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/DALL%C2%B7E%202022-12-30%2016.49.20%20-%20Show%20a%20comic%20book%20sales%20person%20wearing%20a%20cape%20and%20holding%20a%20big%20%231%20trophy%20.png)

#### 1\. **Sales Performance When Sales Gamification Was Applied**

According to our research, 90% of sales directors we surveyed said gamification had positive impacts on sales numbers and revenue. On the list of personality traits linked to highly productive sales professionals, you’ll find a need for accomplishment, a desire for recognition, along with an inherent competitive drive.

According to Steve Elliot, a Franchise Owner at Restoration 1 (Entrepreneur’s Franchise 500 company):

_“I feel that encouraging staff to accept new technologies within any firm is difficult. Companies invest a substantial amount of effort and money in a Customer Relationship Management (CRM) system because it can be customized to match their individual needs. Thus, CRM is an essential sales tool for tracking new and current clients. Since a result, it is imperative that data is recorded properly and promptly into the CRM system, as this information will be utilized to make vital business choices inside the organization. By harnessing gamification concepts and applying them to human behavior, CRM Gamified has updated a traditional technique. The design of gamification eliminates current barriers that inhibit or delay employee adoption of new technologies. In other words, it encourages human conduct that will increase the amount and quality of consumer data.”_

[![Sales Gamification - Closers Banner](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/League-Play-02-1024x131.jpg)](http://www.closersapp.com)

#### **2\. The Impact Sales Gamification Has On Company Culture**

Gamification has a profound effect on team culture. Of those that responded to implementing a form of gamification into their sales execution strategy, 95% of sales managers said it had positively impacted the team culture and camaraderie within the organization.

In a U.S. economy that loses more than $500 billion every year due to workplace stress (American Psychological Association), company culture is more important than ever. Positive team culture is something that only you can define for your team, but it is something that can go beyond “having fun at work.”

Positive team culture is often represented by characteristics such as comradery, a growing communication between team members, lack of burnout, and the ability to continuously perform at a high level, regardless of the challenges ahead. Your team culture sets the tone for how your team works together, as well as how they manage hardships and accomplishments on their own.

#### **3\. The Group That Was Most Responsive To Game Mechanics**

Past experiences, age and motivational forces all contribute to the success of your applied gaming mechanics. In fact, our data showed that gamification was most successful with reps ranging from 21-35 years old. According to an [article](https://www.inc.com/peter-economy/the-millennial-workplace-of-future-is-almost-here-these-3-things-are-about-to-change-big-time.html) by Inc.com, Millennials will began to dominate the workforce by 2025.

We think this point is critically important to the future on how we will adopt and think about applications. Closer’s Coffee wrote a whole separate article titled [‘Gamifying the Next Generation of Sales Reps’](https://closers.outfieldapp.com/insights/gamifying-next-generation/).

#### **Conclusion** 

In 2014, a [Reuters study](https://www.reuters.com/article/us-usa-millenials-study/millennials-highly-competitive-yearn-to-be-noticed-study-idUSKBN0EA1A420140530) gathered that about 50% of Millennials placed a high level of value to being noticed. Moreover, a third would hold competition as a catalyst for better results, improving work ethic, and increasing team collaboration.

If you haven’t considered applying sales gamification to your sales execution strategy, the time for you to do so is now. Shifts in technology, changes in workforce values, and the increased pressure to improve sales performance is demanding a new perspective in how to drive business sales forward. There are many ways to tie sales gamification to your execution strategy. Consider the emergence of the [Gaming CRM](https://explore.outfieldapp.com/what-is-a-gaming-crm).

As sales leaders, we have to be constantly thinking about how well we’re adapting to a new world of competition, which now includes the gaming economy.

If you would like to read our white paper A Complete Guide to Gamifying Sales Strategies click [here.](https://tryout.outfieldapp.com/the-ultimate-guide-to-gamify-your-sales-team)

\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_

[Outfield](http://www.outfieldapp.com) is a performance based CRM company that specializes in leveraging game theory and behavioral psychology to drive CRM adoption, motivation, and overall productivity among sales organizations. With customers in over 50 countries, Outfield’s gaming CRM helps teams work simpler, smarter, and more effectively. Becoming the world’s most highly adopted CRM is their mission, and their vision is to accomplish this by creating a platform that is aligned with the values of the up and coming generation of sales people.

 Backed by research, here are 3 things everyone should know about Sales Gamification. We've interviewed 100 sales managers across the nation. 

large_Outfield-pins.jpg

medium_Outfield-pins.jpg

small_Outfield-pins.jpg

thumbnail_Outfield-pins.jpg

Outfield-pins.jpg

Sales Gamification: 3 Things We Learned From Interviewing 100 Sales Directors

We've been back at it with another enhancement to [performance leagues](/performance-leagues-head-to-head-matchups-more-jul-8-feature-update) based on your feedback as well as some streamlining on the accounts screens on the Outfield mobile apps. First up, we learned that there are times when your reps compete against each other on unequal grounds, such as a part-timer competing against a full-timer or an experienced employee with a very large quota competing against a newbie with an initially small quota. To handle these types of scenarios, we have implemented a new mechanic that is inspired by the game of golf.

### Handicapping

For over a hundred years, golf has made use of [handicapping](https://en.wikipedia.org/wiki/Handicap_(golf)) to allow players of widely varying skill levels to compete against one another on a more even playing field. For example, a golfer with a handicap of 6 means that the average of this golfer's previous  rounds was 6 over par. So if this golfer shot 4 over par, that is comparable to a golfer with 0 handicap shooting 2 under par. Side note: this criteria changed from the average of the previous 5 rounds to the previous 3 rounds starting in 2020. Anyway, we were inspired by golf handicaps to allow admins on Outfield to even the playing field among your reps if you'd like. Since there is no concept of "par" in CRM, the simplest way to implement a handicap system in Outfield is with point multipliers. Here's how it works...

You can edit your team member handicaps as an admin in the Outfield web app from the [Performance+ Settings](https://run.outfieldapp.com/web/performance_roles) page using the More button in the bottom left of any performance role. This will take you the Team Member Handicaps page for that performance role where you can set a point multiplier for each team member (the default is 1.0). For example, if a team member works half-time, you might consider setting a multiplier of 2, which will double their points and make it a fair fight when they compete against full-timers.

![sales_league_performance_multipliers2](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/sales_league_performance_multipliers2.png)

Handicap multipliers can also be useful when you have widely varying quotas, new employees vs experienced employees, or any other situation where you need to make the competition more fair.

### Larger Account Maps

Outfield has always had a full-screen option on our maps on the web app. But for a while now we have been discussing how to better incorporate larger maps on our mobile apps. In the latest release on both iOS and Android we have launched a solution. 

![account_map_for_sales](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/account_map_for_sales.png)         ![account_list_for_sales](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/account_list_for_sales.png)

By splitting the list and map into separate screens, we have been able to better optimize each for its intended purpose. Additionally, account search now works more seamlessly on each screen, the screen loads faster when you tap into the section from the side menu, no need to scroll the list all the way to the top anymore when you want to see the map, and of course the map is now much larger.  

### **Other Notable Highlights**

-   You can now optionally add a position number to your team member's goals so you can ensure they show in a particular order, e.g. most important one first.
-   When you populate your driving route from your calendar, you can now pick any day as opposed to only today.
-   The account maps on the Outfield mobile apps now have a satellite view option
-   We are constantly working to improve speed and reliability. Last month we were able to improve recurring calendar events to more efficiently handle when you create them by the many thousands.

We launched handicapping to performance leagues so you can level the playing field when needed. Also larger account maps, satellite view, goal order & more

CRM Playbook