809 Sales Enablement and Beyond: Using Games to Drive Performance

10:00 AM - 11:00 AM Friday, November 18

Games and Gamification


Yesterday’s sales enablement strategies are no longer enough for the “new normal” that most L&D professionals face. The marketplace grows more competitive each year, and the regulatory landscape is always shifting. Trainers must help reps become trusted partners to their customers, and that means moving beyond just features and benefits selling.

In this session, you will explore several examples in which a game-based solution was used to both engage sales reps and help them retain critical knowledge. You will learn how to identify various learner personas, create the right game-based learning experience for the learning need, and implement games effectively.

In this session, you will learn:

  • Which kinds of sales enablement learning objectives lend themselves well to a game-based approach
  • How to use a planning worksheet to identify learner personas and plan a sales enablement program that targets those personas
  • Seven best practices for implementing a new learning technology such as game-based learning or gamification
  • How to identify attributes of effective game design based on examples shown in session

Novice and intermediate designers, managers, and directors who have a basic understanding of the training needs specific to sales reps.

Sharon Boller

President and Chief Product Officer

Bottom-Line Performance

Sharon Boller is president and chief product officer of Bottom-Line Performance (BLP), a learning-solutions firm she founded in 1995. Sharon has grown BLP from a single-woman sole proprietorship to a $3 million+ company with 30 team members. Under her direction, BLP created the Knowledge Guru learning game platform, a platform that has received numerous industry awards, including the coveted Brandon Hall Gold award for best innovation in gaming and technology (2014). Sharon co-teaches Guild Academy’s Game Design live online course.

Steven Boller

Marketing Director

Bottom-Line Performance

Steven Boller is the marketing director at Bottom-Line Performance. In this role, he gathers industry intelligence from organizations interested in improving the performance of their employees through instructionally sound learning solutions and innovative approaches such as game-based learning and retention-driven learning strategies. He has authored more than 100 educational articles both online for eLearningIndustry, Bottom- Line Performance, and Knowledge Guru and in print for the Life Science Trainer and Educator Network’s Focus Magazine. He assists with product strategy for the Knowledge Guru game- based learning platform, which has won four Brandon Hall Excellence Awards, including two "Gold" distinctions.

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