[Outfield](http://www.outfieldapp.com/) specializes in data driven revenue and efficiency solutions specifically for organizations with an outside sales force. We are looking for an AE to join our team FT.

This is a perfect opportunity for someone looking to join an emerging and disruptive tech startup. The AE role requires someone who is entrepreneurial, ambitious, and has a natural instinct for the hustle. The ideal person will have an appreciation for tech startups, business, and sports.

The AE will be working with our Outfield team ([www.outfieldapp.com)](http://www.outfieldapp.com)). His or her responsibilities will be:

-   Stewarding prospective clients throughout the early ages of the customer journey experience
-   Working with clients and prospective clients to understand and help them overcome their business challenges
-   Working cross-functionally with the Outfield team to identity and solve customer challenges
-   Identifying needs and opportunities based on trends taking place in our space
-   Calling new leads to generate interest in our services and solutions
-   Participating in ongoing communications with clients to ensure continued success and retention
-   Demoing and presenting application tools to prospective customers
-   Creating and presenting business proposals
-   Much more

**Qualifications**

-   Must have quality communication and presentation skills (verbally and written)
-   Must be a great listener
-   Individual must be able to work with little supervision at times
-   Must be a creative thinker
-   Must be coachable
-   Must be comfortable speaking with personnel of various backgrounds (including company executives)
-   A great teammate
-   Bilingual is a bonus
-   Work authorization: United States (Required)
-   SAAS Sales: 3 years (Preferred)
-   Account management: 3 years (Preferred)
-   Bachelor's (Preferred)

This is a salary + commission based position. If you’re interested, please send over a copy of your resume to [austin@outfieldapp.com](mailto:austin@outfieldapp.com)

Medical, Dental, and Vision insurance available

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Account Executive

We have been hard at work to provide features designed to make you more effective in the field. Every addition we make has our users top of mind to deliver the best user experience on the market. We have a deep lineup of features primed and ready to boost your field activity! Here are the highlights:

-   Improved Route Planning
-   Generate Reports
-   New Android App
-   Live Traffic Conditions

* * *

## Improved Route Planning![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/1YtZDwhCVtYauuXHVyoJyaibkPoqB0-gW7gQ1xNlr9m6LP-uEBUEpj6icAH0vEtWo8dz2UhjjOx9c2DnFTrbhZ8LWtf2dzfb8D8uTp8UOJ1IzFlGn8sQPOTJFL0cmzNqUAOWR9uRuJPoyhUbiDpU83_Wtf4DAeLmIT5GW4k=s0-d-e1-ft.jpeg)

Instead of mapping routes on your own, let us do it for you! Now, when you plan events in your calendar, those places automatically show up in routes ready for you to seize the day. With Outfield, [planning your calendar](http://outfieldapp.us8.list-manage1.com/track/click?u=55299fa36cbc6a48319e79ccd&id=aa524b3bcd&e=67808e646f) not only helps you organize your schedule, it also organizes your travel. The new live traffic view lets you know which areas could be backed-up so you can avoid them and save valuable time.

###  Generate Reports

Outfield’s goal is to help you with your job by automating some of those tasks you just don’t have time to do. That’s why we created the ability to Generate Reports. You can now set the team activity filters to whatever you need, and send a PDF report to your email. Inside the report, you’ll find everything from time and date stamps to the form answers users have filled out while at the visit. This feature is perfect for relaying information to various stakeholders outside of Outfield and [increasing visibility within your organization.](http://outfieldapp.us8.list-manage2.com/track/click?u=55299fa36cbc6a48319e79ccd&id=d4764f8d44&e=67808e646f)

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/QAwOovQOTjbzh0sK1ZALMsHXMY9gtByhvX9_vkw-Rj4K79qiwhkrcs7do2Y0_90C7Bta0SZPiBIg77gxtIHI03uTHUNn3QXl4HgVyZGdH1FqVPHMfMdrGGGwAd_vIpXFI_UJ531m9KM_XOsr14KsjyHOMfqe8pEn86yg7NQ=s0-d-e1-ft.png)

* * *

### New Android App

We heard your feedback and delivered a brand new Android app loaded with game changing features previously only available on iOS. Route Optimization is finally here for all of our field reps wanting to cut back on windshield time. Outfield takes historical data and traffic conditions to deliver the fastest route and reduce the time you spend on the road. In addition to routing capabilities, we also added an auto save feature that keeps your data safe, even if your phone dies!

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/kyX4sDkgZSKR1WKKIB4dwFDYwQEWBUU1UoI_VJFbGMiLcMiPM03__-fLC866BVoG3Hkn1Feh8FI7arcNkWNdR4hXvjlzW4q-rsjRqwA7XmoNPn672koLX-aFSyxAOq__ooNC4wMB_rgzkuYMy-0WdfdLuzY2y5lCcOoLvzU=s0-d-e1-ft.png)

* * *

### Live Traffic Conditions

The days of being stuck in traffic are behind us. With Outfield’s new Live Traffic Conditions, you can see what you’re getting into before you hit the road. If you’re already out making visits, easily adjust your route to avoid those dreaded bumper-to-bumper situations. [Stop wasting time behind the wheel](http://outfieldapp.us8.list-manage.com/track/click?u=55299fa36cbc6a48319e79ccd&id=add22ec5cc&e=67808e646f); spend more time with your customers and build more relationships.

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/8KHcN1cHLVSLvwxGyhc4O4ZQxvJfHCHTdLIecrLssBJo8mrzTD-73mk0wSzRTum_dOad1aaStapPeupPegxHpTb_P0b7WqsWGz2cdy1RXU87KJb5h7P_lnsS04BZg2eK5H9MioJ72LxnTVlRj8JDfTabB0gZHtDbFh8BVnc=s0-d-e1-ft.png)

* * *

### Upcoming Features

-   Route Saving
-   Deals on Mobile
-   Colorizing accounts by last activity, deal stage, etc.

* * *

## Introducing the Outfield Training Grounds!

Practice? PRACTICE?! That's right, we're talkin' about practice. To be the best, you've got to train like the best. That's why we created a Youtube series full of tutorials and answers to frequently asked questions. If you get stuck, pull up any one of our short, minute long videos for assistance!

## [Check out our Youtube Channel!](https://www.youtube.com/channel/UCWxZtzqgfmqzK9Y7l5aJKFw)

* * *

Outfield has been hard at work to provide new features aimed at improving your field activity. July's feature lineup is packed with game-changing additions!

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July's Feature Lineup

Location: Houston, TX

[Outfield](http://www.outfieldapp.com/) is a startup that develops data driven revenue and efficiency solutions for organizations with an outside sales force. We are looking for a Sales Development Representative to join our team.

This is a perfect opportunity for someone looking to begin their career within the tech space. The SDR role requires someone who is entrepreneurial, ambitious, and has a natural instinct for the hustle. The ideal person will have an appreciation for tech startups, business, sports and is looking to pursue career advancement opportunities within our organization.

The SDR’s responsibilities will be:

-   Stewarding prospective clients throughout the early stages of the customer journey experience
-   Identifying and calling new leads to generate interest in our services and solutions
-   Working with clients and prospective clients to understand and help them overcome their business challenges
-   Working cross-functionally with the Outfield team to identify and solve customer challenges
-   Identifying industry needs and opportunities based on trends taking place in our space
-   Participating in ongoing communications with clients to ensure continued success and retention
-   Much more

Qualifications

-   2-5 years of experience in Sales Development, Lead Generation, Sales, and/or Marketing (SaaS experience a plus, but not required)
-   Must have quality communication and presentation skills (verbally and written)
-   Must be a great listener
-   Individual must be able to work with little supervision at times
-   Must be a creative thinker
-   Must be coachable
-   Must be comfortable speaking with personnel of various backgrounds (including company executives)
-   A great teammate
-   Four-year university/college degree (or equivalent experience) preferred

This is a salaried position. Salary is based on experience. If you’re interested, please send over a copy of your resume to [austin@outfieldapp.com](mailto:austin@outfieldapp.com)

Cheers!

Outfield is looking for a Sales Development Representative to join our team.

Sales Development Rep

**New Feature Updates:**

**Dear Outfield User:  
Ahem!! We’ve been working hard for you and excited to inform you guys about some new capabilities that will help you be more effective in the field:**

**Route Automation/Optimization** Now you have the ability to plan your routes according to your travel needs. With route optimization, Outfield provides you the tool to make your travels more time and resource efficient by rearranging your planned route based on the combination of historical data and real time events. It’s ability to predict how long a commute will be is designed to reduce your windshield time, allowing for better field execution. _\*Available on iOS_

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/4e66a295-afaf-4b53-ba07-3884d4e65f5d.png)

**Mobile Calendar** With Outfield now you can be more organized throughout the month by planning your visits ahead of time. Receive push notifications reminding you of upcoming appointments so that you’re better prepared to impress. The planning calendar is intuitive and very simple to use. _\*Available on iOS and Android_

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/c7013c5d-9ef7-4ba6-acdf-a8dd4cc233d6.png)

**Advanced Custom Fields** The introduction of advanced custom fields will help you organize your accounts in more powerful ways. Whether you want to link your accounts to certain supervisors, tiers, or sales pipeline stages, now you have the ability to provide additional attributes or labels to your accounts and then isolate them to view or analyze.

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/728b39e3-4267-4d6a-8d09-58b18d5af188.png)

Upcoming Features:  
New and Improved Android App  
Route Automation/Optimization (Android version)  
Sales Pipeline Management  
A.I. Assistant  
More Gamified Experience  
Additional Form Field Options (i.e. e-signature capture)  
+Many More!

As, always if you have any requests for feature capabilities or questions about the application feel free to reach out to us.

“The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” ~ Peter F. Drucker

Cheers,

Austin Rolling  
Home Run Hitter @ Outfield!  
austin@outfieldapp.com  
Outfield!

Field Sales | Field Marketing | Territory Management

Outlined here are October's feature updates to Outfield app for Field Sales Reps, Field Marketers, Territory Managers, and Field Sales Directors

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October Newsletter: Feature Updates |Field Sales | Field Marketing | Territory Management

# **New Feature Updates:**

Dear Outfield User:  
Ahem!! We’ve been working hard for you and excited to inform you guys about some new capabilities that will help you be more effective in the field:

1.  **Multiple Check-In Form Types** is now available on web/iOS, which allows you to create different types of forms to be filled out by your reps as they make the various type of visits they are responsible for. Specify if it’s a general check-in, a demo day, training event, or an account management follow up and ensure that you’re assigning the appropriate questions. \*Android version to be completed very soon.

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/1639190d-323d-4b86-aaee-b06ddeecd441.jpg)

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/c01d61e6-ae6e-44ac-b081-3133a28f3946.jpg)  
2\. **Leaderboards are Now** on iOS team activity. Compete with your teammates, be noticed as the leader of the pack, and then throw it in their face the next time you see them LOL!  
![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/1d7c6841-c8dc-40ea-b019-e3b448989b6e.jpg)

3.  **Add place & check in button** gives you the ability to create an account and check-in at the same time. The additional time saved will allow you to move quicker to your next visits

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/4f90b0e4-bc53-4138-a056-faacfa764aba.jpg)

Upcoming Features:  
Route Automation/Optimization  
Planning Calendars and alerts on Mobile  
Multiple forms on Android  
Advanced Analytics for Web  
+Many More!

As, always if you have any requests for feature capabilities or questions about the application feel free to reach out to us.

“The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” ~ Peter F. Drucker

Cheers,

Austin Rolling MBA ‘14  
austin@outfieldapp.com  
Outfield!

Field Sales|Field Marketing|Territory Management

Outlined here are August's feature updates to Outfield app for Field Sales Reps, Field Marketers, Territory Managers, and Field Sales Directors

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August Newsletter: New Features Update!|Field Sales|Field Marketing|Territory Management

# New Feature Updates:

Dear Outfield User:

Ahem!! We’ve been working hard for you and excited to inform you guys about some new capabilities that will help you be more effective in the field:  
1\. **Territory Mapping** is now available on the web to help route your visits better. More travel efficiency means more time with clients and less time stuck in a vehicle!

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/11bc8540-ae22-4213-aa4e-9462671b9b23.png)

2\. **Form Completion Auto-Save** is now available on iOS. This means that if someone calls, or your phone goes idle Outfield automatically saves a draft and you can pick up where you left off.

3\. **Activity Search** on iOS now allows you to search activities that include specific keywords (i.e. you want to search activity notes with the phrase “sales”).

![](https://f.hubspotusercontent20.net/hubfs/9307172/Imported_Blog_Media/ebd28334-55fa-4caf-aa9b-e471f043ad06.png)

As, always if you have any requests for feature capabilities or questions about the application feel free to reach out to us.

“The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” ~ Peter F. Drucker

Cheers,

Austin Rolling MBA ‘14  
austin@outfieldapp.com  
Outfield!

Field Sales|Field Marketing|Territory Management

Outlined here are July's feature updates to Outfield app for Field Sales Reps, Field Marketers, Territory Managers, and Field Sales Directors

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July Newsletter: Feature Updates|Field Sales|Field Marketing|Territory Management

The CRM industry is expected to grow from $40 billion in revenue to a whopping $80 billion industry by 2025. This fact alone should tell you that CRM tools are essential to businesses. Some would even argue that it is the lifeline of their success. But the hard truth is that most organizations lack a true ROI because their teams aren’t properly using the CRM.

  
On average, companies properly utilizing CRMs have seen the following results:

-   -   -   -   -   -   ROI of $8.7 for every dollar spent ([Nucleus Research](https://nucleusresearch.com/research/single/crm-pays-back-8-71-for-every-dollar-spent/)) 
                    -   Revenue increase by 41% per salesperson ([Big Contacts](https://www.bigcontacts.com/blog/9-statistics-that-will-motivate-you-to-invest-in-crm-software/))
                    -   Customer retention improving by as much as 27% ([YokelLocal](https://www.yokellocal.com/blog/how-does-a-crm-help-to-increase-customer-satisfaction#:~:text=These%20positive%20experiences%20encourage%20customer,by%20as%20much%20as%2027%25.))

Proper utilization stems from CRM user adoption, one of the biggest challenges facing sales organizations. Getting your team to adopt this new tool should be at the forefront of your sales strategy. Yes, I know with your already busy schedule, the concept seems too far-fetched. But do you really want your team relying on inaccurate data, performing below industry standards, and missing out on attainable goals?  
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You are still reading so I am convinced the answer is no, and you are interested in knowing the best solution. Well, so was Outfield. After five years in the industry, we discovered the root of the problem—behavior psychology. Sales reps are at best indifferent toward their CRM and thus adoption and usage often take a major hit. There are various methods that managers have tried to solve these issues. Our research showed the majority of teams are more likely to be motivated by a game or contest.

As a result, we partnered with Closer’s Coffee and integrated their sales gamification tool, [League Play™](https://www.outfieldapp.com/sales_gamification_app), into our CRM. We opened the platform up to conduct a study on 100 seasoned sales professionals from various industries. 90% of the sales managers were able to get a positive impact not only on their sales team but on revenue.

Sales gamification isn’t a new approach but when it is made a priority to drive performance the results are astonishing. Check out our findings in our free ebook and learn how to create a sales gamification strategy to enhance your team’s performance. 

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The guide covers:

-   -   -   -   -   A breakdown of Sales Gamification
                -   The steps to creating a gamified strategy
                -   Key factors to ensuring user adoption
                -   How to monitor and manage the impact of ROI

[“The Ultimate Guide to Gamifying Your Sales Team”](http://tryout.outfieldapp.com/the-ultimate-guide-to-gamify-your-sales-team) is for sales leaders with teams of any industry and size looking to optimize their sales strategy and drive performance. It’s best for competitive teams with millennials as their average team age. 

Download the guide today to ensure that you have proper CRM utilization at the center of your sales strategy.

* * *

  
[League Play™](https://www.outfieldapp.com/sales_gamification_app?__hstc=233546881.36d51ddbe5e8701353fc55a1e4916ee3.1623684881803.1623703313565.1623866048955.5&__hssc=233546881.1.1623866048955&__hsfp=786739945), the latest CRM tool, takes sales competition to a whole new level. Allowing outside sales organizations to compete internally through a gamified system and take advantage of a naturally competitive profession. At Outfield, we believe when you compete together...you win together!

Discover the best way to create a gamification strategy to help your team reach a positive impact on sales goals and revenue.

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The Ultimate Guide to Gamifying Your Sales Team in 2021

# How The Gaming CRM Space Will Change Customer Relationship Management (Forever)

  

With accelerated growth in a booming CRM industry, you don't have to imagine that world — it's already here. But why should a company use a gaming CRM for their team instead of a traditional system? In this series,  we'll explore the merits of a gaming CRM, who benefits from it, and how it works. We'll also explain why now is the time for you to get ahead and adapt a gaming Customer Relationship Management system.

## **Who benefits from a gaming CRM system?**

### **SALES REPS – The Drivers Of All Organizations**

With over 20 years of experience, I know a thing or two about sales. In my roles as a sales person, sales manager, and now founder and CEO of a [CRM company](http://www.outfieldapp.com/). That being said, I would like to think that I am qualified to make the following statement:

_Too many sales people are either indifferent to CRM systems or annoyed by them._

This creates a lack of usage of the company's CRM, which then leads to poor account management and reporting. A huge ripple effect for a company.

So, why are sales people responding this way even after getting paid? It's all about psychology.

People are motivated to do something properly if the benefits are clear and applicable to them. Using your CRM because it "benefits the company" isn't compelling or enticing enough. This results in a large percentage of sales reps not seeing how a CRM improves value to their sales performance.

 The emergence of gaming CRMs shifts this paradigm by leveraging basic psychological triggers in a spirit similar to designers for PlayStation, Xbox and such. These designers have learned that people care about their public profiles and digital representations. Not only will people work hard to ensure that their profiles represent them properly, but they’ll spend extra money to do so. Let me give you an example of how Outfield accomplishes this through the “Player Card”.

![Picture1](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/Picture1.png)![Picture2](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/Picture2.png)

  
Meet Eric. He's a real salesperson at Outfield. His Player Card is reminiscent of the baseball cards we all collected as kids (and adults). One side of the card features his profile photo, name, and overall Performance Efficiency Rating. On the flip side, his monthly stats and attributes are showcased.

Eric's online representation and brand is not only dependent on his sales performance, but also by how he interacts with his CRM. How he engages with his CRM encourages him to use his CRM properly — especially since it's tied to his digital personal brand. Keeping his scores up shows himself — and others — that he's thriving. This is an example of how we leverage behavioral psychology to drive proper habits.

The more Eric reinforces positive habits, the quality of his data in the system rises. He’s diligent around calendaring all his appointments and task reminders. His deal pipeline is accurate and up to date. Additionally, he’s more organized. As a result, he’s closes more opportunities and racks up bigger commission checks. By seeing the increasing data, sales reps can expect more recognition and potential for advanced career opportunities. Using a gaming CRM helps the sales rep create more thorough account management and record keeping to ensure productivity overall. All of these things sales managers will have an appreciation for. 

**Sales Managers – The Pillars of All Sales Organizations**

From my experience, Sales Managers have the most to gain —and the most to lose — from the CRM they use for their teams. Every single one has the right intention — to capture data, to track pipelines, to have a better understanding of what their sales reps are doing. In the process, they can spend tens of thousands and, in many cases, well into the millions on sales enablement and CRM tools. 

It isn’t until after the money has been spent and the new software has been implemented that managers realize they aren’t capturing the value they hoped for. In fact, according to the Miller Heiman Group, 43% of CRM customers use fewer than half of their CRM features. A company could be spending a million dollars a year and lose over 500k in value. 

This is a _major_ problem.

3 reasons why all sales managers should avoid getting stuck in a similar situation: 

1.  It won’t sit well with their director — especially after the sales manager likely sold them on the value this project would bring to the organization.  
      
    
2.  The salespeople aren’t motivated to use the system. Are you just going to fire them all for not using the system properly? Probably not. The result usually ends up being a waste of money and time laced with a bit of frustration and disappointment. 
3.  Finally, if salespeople aren’t using the CRM platform properly, it’s not valuable to the manager. Account notation is subpar. Reporting isn’t worth much. As for the data — garbage in, garbage out. 

There are tons of books on Game Theory at Amazon. Some are more theoretical, others are math focused. In your spare time, I suggest that you engage in both. 

A quick way to think about Game Theory within this context is that it’s essentially the practice of producing a desired outcome based on a multitude of intersecting behaviors and variables for and against players. Or, in this case, your sales reps. As a manager, the main goal is to generate the desired outcomes from your sales team. The purpose of a Gaming CRM is to create a platform that produces the right results through the leveraging of emotional and psychological triggers. 

Think about it: with the appropriate changes in sales rep behavior, managers can expect improved reporting, data entry, data output and less of their CRM budget going to waste. Imagine what power they will have with all this quality information at their disposal. Better information ultimately translates to better overall strategic decision making. 

**The Company – Steering The Main Ship To Productivity**

The above benefits don’t just stop at value creation for the sales rep and his or her manager. They’ll impact the company’s overall sustainability. Let’s talk about a few scenarios. We’ll begin with company performance.

An organization’s performance is a reflection of all the individual components and variables that contribute to its output. Zig Ziglar famously quoted:

 _“You don’t build a business, you build people, then people build the business.”_

In order for your team to build the business, they must be provided with the proper tools and knowledge. Once systems are properly adopted and the sales organization is equipped with the appropriate information, they now have the two most important foundations for success. Alternatively, many organizations either fail or negate reaching their potential when this is not the case. 

With the emergence of the Gaming CRM space, the good news is there are solutions in place. Leveraging game theory and behavioral psychology is the key to driving proper utilization and adoption. 

More importantly, after interviewing 100 sales managers, Outfield uncovered that 89% of sales managers found that introducing game mechanics to their sales strategy positively impacted sales numbers and revenue. 90% also stated that employee morale lifted as a result of employing game mechanics. To learn more about our findings, download our 50 page white paper: [The Ultimate Guide to Gamifying Your Sales Team](about:blank).

Aside from performance and morale, the biggest factor to consider is CRM adoption. You remember the statistic I mentioned by The Miller Heiman Group? Well, that’s a big deal! Imagine spending hundreds of thousands on a CRM system and only capturing 40% to 50% of its value. Not only is that a waste of money, but it’s a waste of time and other resources. 

In addition to thinking about the budget misuse, consider the opportunity costs associated with the project. What else could your team have been spending time and resources on to generate value? As a business owner, I strongly resent wasted time. Especially after considering the alternative uses of time that could have generated positive output. I guess everything is 20/20 clear in hindsight. What I’m hoping to accomplish through this blog is to drive home the importance of avoiding these situations in the first place.

The beauty of emerging Gaming CRMs is that they offer tools that will reduce the number of scenarios mentioned above by simply playing on basic human psychology. Is it childish? Nope! Some of the best marketers in the world do this without you even being aware. Further, installing game mechanics into sales ops has been a thing that companies have been doing for years. Something as simple as a leaderboard in the sales office that lists names and sales rankings is an example. Gaming CRMs just take things up a couple of notches. 

**How The Gaming CRM Space Will Impact** **Industry As A Whole**

If it’s done effectively, one of the byproducts of gamifying events is the resulting _numbers_ that represent the outcomes of those events. Society refers to these numbers as statistics. As we know, stats are simply records of events. The operative word here is “records,” which indicate acts that are recorded into history. As we move more and more into the gamification of our society we’ll see more quantifying of persons, places, and things. 

Within the context of our conversation, Gaming CRMs help quantify the sales person, their attributes, and the value they generate. These systems will be able to do this based on how they interact with the CRM. Let’s revisit the Player Card. You’ll notice that Outfield has listed four attribute categories (similar in spirit to [Madden](https://www.ea.com/games/madden-nfl/player-ratings) and [NBA 2k](https://www.2kratings.com/)): Hustle, Diligence, Preparation, and Leadership. Each category is built on an algorithm that includes variables reflecting how the sales person interacts with the CRM.   
  
  
  
![Picture2-2](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/Picture2-2.png)  
  
Over time, as the sample size grows, these numbers will become a more accurate digital representation of the sales person. This new reality will help sales managers coach better and more deliberately. Then, recruiters can source sales talent with more confidence. And of course, the sales person will have a better understanding of their own strengths and weaknesses. The best sales people will be in position to write their own ticket due to their proven track record. 

Let’s look at this from a macro perspective. Transparency around a salesperson’s talents and value creation should lead to less uncertainty around his or her potential (and by extension that of the overall sales team). The best case scenario here is that the sales person and their manager have a better understanding of their abilities along with opportunities for growth. Ultimately, with the improvement in sales functioning, companies should run more efficiently. 

As companies become more efficient, their costs per unit of revenue production should decrease, which means they are positioned to retain more earnings. More earnings lead to increased salaries, dividend payouts, hiring, the flow of money, and so on. These are all great things for the economy. 

How do you see gaming CRMs influencing industry?

**Conclusion**

While you may be thinking that all this might be a simplistic view of how the emergence of the gaming CRM space will impact culture and society. 

Consider different social media sites like Facebook, Twitter, and Instagram. They've changed our lives and impacted culture and society. These startups, which in their infancy were underestimated, have impacted industry in a very big way. 

Streamlined communication is the obvious, but more importantly is the marketing and business development potential these platforms are providing their user base. Not to mention the psychological influence they have on individuals. Everyone is taking pictures of everything. People will risk their lives to capture video footage. It’s gotten to the point where I dread taking pictures of women in public because they have to be “_just_ right!”. So we end up taking 50 of them. All this because they care about their public profile and digital representation. You see where I’m getting at? 

In the end, gaming CRMs are rendering to sales people what Instagram is to influencers – attention, recognition, notoriety, and a place to showcase their talents. So I’ll ask you again to consider how gaming CRMS will influence society when they reach maturity. 

_This is part-1 of a 3-part series where I discuss the emergence of the Gaming CRM and how it will influence Customer Relationship Management, along with society at large. [The next topic will be centered around social identity](/how-the-gaming-crm-space-will-change-customer-relationship-management-social-identity)._ 

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[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.

The Gaming CRM space is setting the stage for modern customer relationship management. CRM's future will be much different. Here's what you need to know. 

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How The Gaming CRM Space Will Change Customer Relationship Management

How The Gaming CRM Space Will Change Customer Relationship Management (Forever): Social Identity

As mentioned in the In the [previous blog](/how-the-gaming-crm-space-will-change-customer-relationship-management-forever-1) of this series, the paradigm for how we evaluate the performance of our team is changing. It will become less about sales numbers and more about the vast amount of ways we can quantify the person and their value. 

With this information, we can build a foundation of things — from in-depth team inspection and coaching, to comparative analysis and sales projections. All items that can help the person and the company earn dollars more efficiently.

Moreover, there is a social dynamic that cannot be ignored. Gaming CRMs are platforms that allow sales people to personally brand themselves along with their professional value. As usage of these platforms continue, we expect Gaming CRMs to become more intelligent and accurate in their representations of their user base.

One of the most exciting aspects of the emerging Gaming CRM industry, especially if you’re a quant, is user comparison power. Having accurate and quantifiable knowledge of one’s ability relative to the entire population changes how sales people will be viewed and how they view themselves.

Lastly, we’ll explore a very popular component to many modern day games – virtual currency. What will virtual currency mean for the user? How will it be earned? What can they buy? Imagine the sales occupation evolving to include an added layer of digital compensation linked to the user profile, name, image and their likeness. 

Let’s dive in. 

**Understanding More Than Just Sales Numbers**

Historically, sales reps have predominantly been defined by the revenue that they bring in. This is inherently limiting, especially considering that companies overall are analyzed by more than revenue. When companies are evaluated, their financials are looked at closely. Financial analysts are trying to understand efficiency of operations (i.e. how much is one unit of input producing relative to its output). This leads to a deeper focus on specific metrics like gross margin percentage, marketing spend as a percent of revenue, certain overhead costs, inventory costs, and so on.

What if we were able to place this type of lens on the persons who are contributing to their company’s revenue performance and efficiency? CRM gamification is key to this evolution of measuring people. For example, here’s how Outfield accomplishes this through the “Player Card.”

![Picture1-1](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/Picture1-1.png)![Picture2-3](https://9307172.fs1.hubspotusercontent-na1.net/hubfs/9307172/Picture2-3.png)

Meet Jon, a real sales person at Outfield. His Player Card, which you can see above, is similar to the baseball cards that many of us used to collect as kids. Some people still collect them, but now digital NFT forms are becoming widely embraced (conversation for another day). 

On one side of the card you’ll notice his name, profile image, and overall Performance Efficiency Rating. On the back, you’ll find his monthly attributes and stats. These metrics are intended to quantify the value of his daily contribution beyond simple revenue numbers. Jon’s work habits are being told in the form of algorithms made up of variables. Those variables are a reflection of how he interacts with his CRM. 

As of this writing, the four attribute categories are: Hustle, Diligence, Preparation, and Leadership. These are the different ways to take a deeper evaluation of Jon as a sales person. We can expect player attributes to expand to include more categories that will help measure the value of sales people. 

**Digital Representation And How It Will Drive Decision Making**

Imagine having a digital representation of your professional contribution online. Unlike Linkedin, where anyone can say anything to promote themselves, gaming CRMs produce information that is proven and trackable. This essentially means that each user will begin to produce a digital story about themselves and their work ethic that can be made available for public consumption. 

The public consumption element to this equation will be a major game changer for how sales reps think, act, and perform. We’re seeing it first hand at Outfield. Our users are now reaching out to us in order to understand how to better improve their scores and what goes into the attribute categories. They’re also looking for ways to optimize their goal setting criteria. At the center of all these inquiries is their desire for the best possible representation of themselves. 

Reps are aware that this data can be used as a mechanism to promote themselves and achievements. This ultimately positions them to have a better understanding of their value. What do we know about human nature as it relates to individuals having a prominent reputation on social media? We’ve learned that they don’t sit back and avoid marketing or branding themselves — they do the opposite. In fact, many use social media platforms to sell products, services, and information all the while chasing their career goals. Why should we not expect the same behavior among sales people given that they have a similar platform to do these things?

**Comparative Analysis – Understanding How Someone Measures Up**

As we think about comparison data, we’re actually touching on one of the more interesting capabilities that Gaming CRMs have to offer. While it's extremely valuable to have an accurate and holistic representation of a user, the ability to compare users will offer a much more complete picture of a sales rep’s value. For example, where does Jon fall on a normal distribution curve of the entire user population? How does he compare to the mean? Or what about the upper twenty percentile? I think you get the idea. 

Gamified CRMs offer a powerful potential for sales reps as it relates to slicing, dicing, and analyzing one rep versus another in various statistical categories. This functions very similarly to today’s sports. You can compare Steph Curry’s 3 point percentage to that of Ja Morant, or Shaq’s rebounding stats against Anthony Davis’. Consider how this information will influence sales reps’ behavior patterns. This data will influence stakeholders like sales directors, recruiters, and the various media outlets. Further, these platforms will generate profiles who will serve as the faces of sales across the globe. Who is on the Mount Rushmore of sales? We will soon find out...

**Virtual Currency And It’s Infusion Into Gamified CRMs**

Video gaming is expected to reach [270b in annual revenue by 2025](https://www.statista.com/statistics/292056/video-game-market-value-worldwide/). Moreover, consumer spending on in-game purchases has reached [65b in annual revenue](https://www.statista.com/statistics/558952/in-game-consumer-spending-worldwide/) In fact, SEE, a VR company, purchased a virtual planet by the name Planet Calypso for 6 million dollars. Google it.

According to Statistica, consumer spending on gaming loot and currency packs is expected to reach [20b by 2025](https://www.statista.com/statistics/829395/consumer-spending-loot-boxes-skins/). Although it’s clear that the video games industry has exploded into a multi-billion dollar space, it’s not so clear how those same gaming mechanics, when applied, will drive the market growth of the CRM space. 

A fascinating thought no doubt. The reality of it all is that it’s coming. We already have plans to roll this out for Outfield users. When that day arrives, you can expect the CRM space to be changed forever. Over time, CRM users will grow accustomed to this. Virtual currency as an incentive will no longer be a luxury — but an expectation. We’ve already witnessed it with X-BOX and PlayStation. This type of incentive program being included in CRM platforms indicates to customers that their CRM partner is also investing in their success. This is an example of how Gaming CRMs are actively participating in win-win partnerships.

Now, let’s get to the fun stuff. Will the infusion of virtual currency influence Gaming CRMs or vice versa? My guess is that it’s both. But the true manifestation of virtual currency will be built on how that currency is valued by the user. Ultimately, we should expect that it will function as any currency and would depend on what users are able to purchase. Really, the skies are the limit. The CRM company could offer anything it wanted. It’s really just about knowing what matters to its core user base. 

Popular in the video game space is player identity and profile representation features. History shows that consumers will spend hundreds of dollars a year on outfits for their in-game character or avatar. This speaks to how much some people care about how they’re viewed online. 

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

The above outfit sold for $500. Mind you, it can’t be worn in the real world. It can only be worn for the in-game experience. We know people will purchase expensive clothes for their pets, but this is taking our wardrobes to a whole new level. Imagine what Louis Vutton could charge for a virtual purse to match a character’s outfit. Then imagine what it would cost them to design said purse.

Bringing it back to sales, we don’t have to reinvent the wheel. A Gaming CRM store can begin with offering the basics (e.g. swag, gift cards, electronics, special access to events, trips, etc.). These items are common place rewards for sales people already. The only difference is that Gaming CRMs will offer these items in a digital store for purchase by a virtual currency native to the platform. The store could then extend itself into offering features traditional to the video gaming space. For example, Jon could have the ability to purchase a new hologram skin for his player card. These are all things we intend to offer on the Outfield platform moving into the future.

It's definitely an exciting time for all the social possibilities that Gaming CRMs will introduce to Customer Relationship Management. This is no longer just about salespeople making sales and closing deals. This is about tying the entire sales universe together in a way that is transparent, engaging, and rewarding for all stakeholders.

This is part-2 of a 3-part series where I discuss the emergence of the Gaming CRM and how it will influence the nature, social identity and behavioral habits of sales professionals. The next topic will be centered around how and why this trend is occurring. Also, be sure to check out the intro to this series where I discuss [who benefits from a Gaming CRM system.](/how-the-gaming-crm-space-will-change-customer-relationship-management-forever-1)  

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[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.

This is a discussion on the emergence of Gaming CRMs and how they will influence the nature, social identity and behavioral habits of sales professionals.

Sales