Como a gamificação contribui para melhorar o desempenho da área de vendas?

• Autores: Elenise Angélica Martins Da Rocha, Diego Augusto De Jesus Pacheco, Giancarlo Medeiros Pereira
• Localización: Dirección y organización: Revista de dirección, organización y administración de empresas, ISSN 1132-175X, Nº 75, 2021, págs. 38-51
• Idioma: portugués
• DOI: 10.37610/dyo.v0i75.608
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• Resumen

  • Este artigo analisa o uso da Gamificação no treinamento de vendedores de calçados ao longo de quatro anos, através de uma pesquisa-ação. A implementação do programa de treinamento aconteceu durante ciclos de implementação gerando melhorias e aprendizado para a empresa. De forma geral, os resultados da pesquisa possibilitaram minimizar problemas futuros de performance na a área de vendas. Os achados da pesquisa indicam que a Gamificação aprimorou o desempenho dos vendedores principalmente nas seguintes dimensões: argumentos de vendas, conhecimento dos produtos, e alternativas para o fechamento da venda. O processo de Gamificação implementado indicou oportunidades para se aprimorar o conteúdo dos treinamentos, a análise do processo de aprendizagem, e a percepção de realidade proporcionada pelos jogos. Esse estudo contribui indicando benefícios e os requisitos para a aplicação da gamificação no treinamento de vendedores. A escolha pela pesquisa-ação como metodologia e a utilização de ciclos de melhoria e aprendizagem aumentou a eficiência geral dos treinamentos, possibilitando a tomada de decisões mais rápidas, gerando melhores resultados e possibilitando replicações de boas decisões e correção de erros entre os ciclos

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