Sales Organization Demo Script (30 Minutes)

Version: 1.0 | Last Updated: Nov 2025

Pre-Demo Preparation

Required Setup

[ ] Demo environment configured with Sales data
[ ] Sample Salesforce opportunities loaded (pipeline stages)
[ ] Leaderboards populated with realistic quota attainment data
[ ] Sales achievements visible (closed deals, pipeline generation, call volume)
[ ] Salesforce/CRM integration screenshots ready
[ ] Manager dashboard with team performance metrics
[ ] Mobile app ready (for field sales reps)

Discovery Context Needed

Sales team size and structure (AEs, SDRs, BDRs, CSMs)
Current CRM (Salesforce, HubSpot, Pipedrive, etc.)
Sales methodology (MEDDIC, SPIN, Challenger, Sandler, etc.)
Key metrics tracked (quota attainment, win rate, pipeline coverage, activity)
Pain points (quota pressure, rep turnover, ramp time, low activity, inconsistent performance)
Compensation structure (base + commission, accelerators, SPIFs)

Demo Overview

Duration: 30 minutes Goal: Show how gamification increases quota attainment, accelerates ramp time, and drives consistent activity

Flow:

Introduction (2 min) - Set context
SDR/BDR Experience (7 min) - Pipeline generation
Account Executive Experience (6 min) - Deal progression and closing
Sales Manager View (7 min) - Team performance and coaching
Salesforce Integration (5 min) - Automated workflow
ROI & Results (3 min) - Business case

Script

1. Introduction (2 Minutes)

Opening: "Thanks for your time, [NAME]. I know sales leadership is challenging—hitting quota, ramping new reps fast, keeping top performers engaged. Today I'll show you how [SIMILAR COMPANY] increased quota attainment from 68% to 89% and cut ramp time from 6 months to 90 days using gamification.

We'll walk through what SDRs and AEs see daily, how managers get real-time coaching insights, and how this integrates with Salesforce. Sound good?"

Set Expectations: "This is a working demo—actual platform. Stop me with questions anytime."

2. SDR/BDR Experience (7 Minutes)

A. SDR Dashboard (2 min)

What You Show: Login as "Jordan Martinez" (SDR)

Dashboard Elements:

XP Progress Bar: 8,234 XP / 10,000 XP to Level 18
Today's Activity: 45 calls, 12 emails, 3 meetings booked → 487 XP earned
Active Quests:
- "Pipeline Builder: Book 20 Meetings This Month" (14/20)
- "Cold Call Warrior: 200 Dials This Week" (147/200)
- "Email Ninja: Send 100 Prospecting Emails" (82/100)
Recent Achievement: "Meeting Machine" (booked 100 meetings all-time)
Leaderboard Position: #3 this month (up from #8 last month)

What You Say: "This is Jordan's dashboard. He's an SDR, Level 18. Today he made 45 calls, sent 12 emails, and booked 3 meetings—earned 487 XP.

He's tracking 3 quests: booking 20 meetings this month (6 away from goal), making 200 calls this week, and sending 100 emails. Notice he's highly active—that's the motivation from gamification.

He also just unlocked 'Meeting Machine'—100 meetings booked all-time. That's celebrated immediately, not waiting for a monthly review."

Pause for Questions.

B. Activity Logging & XP (3 min)

What You Show: Navigate to "Activity Feed" → Log Call → Book Meeting

Workflow:

Click "Log Call" → Call with prospect "Acme Corp"
Call outcome: "Connected, interested, follow-up scheduled"
+10 XP (call logged)
Click "Book Meeting" → Schedule demo for Friday
+50 XP (meeting booked)
Salesforce automatically updated with activity + meeting
Quest progress updated: "Pipeline Builder" → 15/20

What You Say: "Jordan logs a call with Acme Corp. He gets 10 XP for logging the call—this reinforces CRM hygiene. When he books the meeting, he gets 50 XP immediately.

Salesforce updates automatically—the meeting is on the calendar, the activity is logged. Jordan doesn't do double entry.

His quest progress updates: he's at 15 out of 20 meetings this month. Five more to hit his goal and unlock bonus XP."

C. Leaderboards & Competition (2 min)

What You Show: Navigate to "Leaderboards" → "SDR Monthly Leaderboard"

Leaderboard Display:

Rank	SDR	Meetings Booked	XP This Month	Quota Attainment
1	Sarah Kim	28	14,287	140%
2	Marcus Lee	24	12,453	120%
3	Jordan Martinez	22	11,982	110%
4	Emily Chen	20	10,234	100%
...	...	...	...	...

Team Challenge:"March Madness: 500 Meetings as a Team"

Current Progress: 412/500 (82%)
Reward: Team lunch + $500 SPIF split + "Meeting Masters" achievement

What You Say: "This is the SDR monthly leaderboard. Sarah is #1 with 28 meetings booked—140% of quota. Jordan is #3 with 22 meetings—110% of quota.

But there's also a team challenge: book 500 meetings collectively this month. They're at 412—82% done. If they hit it, everyone gets a reward.

This creates healthy competition (individual leaderboard) AND collaboration (team challenge). Best of both."

Pause for Questions.

3. Account Executive Experience (6 Minutes)

A. AE Dashboard (2 min)

What You Show: Login as "Rachel Thompson" (Senior AE)

Dashboard Elements:

XP Progress Bar: 42,891 XP / 50,000 XP to Level 45
This Quarter: $487K closed, $1.2M pipeline → 142% of quota
Active Quests:
- "Q4 Closer: Hit $500K in Bookings" ($487K / $500K)
- "Pipeline Builder: Add $300K New Pipeline" ($245K / $300K)
- "Expansion Expert: Upsell 5 Existing Customers" (3/5)
Recent Achievement: "Deal Closer Extraordinaire" (100 deals closed career)
Leaderboard: #2 this quarter (Team Enterprise)

What You Say: "This is Rachel's dashboard. She's a senior AE, Level 45. This quarter she's closed $487K—142% of her quota. She's 13K away from hitting $500K and completing her quest.

She also has pipeline generation and expansion quests. Notice she's juggling multiple objectives—closing, prospecting, expanding. Gamification keeps all those balls in the air.

She just unlocked 'Deal Closer Extraordinaire'—100 deals closed in her career. That's celebrated across the team."

B. Deal Progression & XP (2 min)

What You Show: Navigate to "Pipeline" → Select Opportunity → Advance Stage

Workflow:

Click "My Pipeline" → Shows 8 active opportunities
Open opp: "Global Tech Solutions - $85K ARR"
Current stage: "Proposal Sent"
Click "Move to Negotiation" (Salesforce stage)
+100 XP (deal advanced to late stage)
Quest updated: "Q4 Closer" → Pipeline value increases
Show probability-weighted pipeline calculation

What You Say: "Rachel has an $85K deal in 'Proposal Sent.' When she moves it to 'Negotiation,' she gets 100 XP. Later stages are worth more XP because they're higher probability.

Her quest updates: this deal is now weighted at 70% probability, so it adds $59.5K to her pipeline coverage. She can see in real-time if she's tracking toward quota."

C. Wins & Celebrations (2 min)

What You Show: Navigate to "Closed-Won" → Select Won Deal

Workflow:

Click "Mark as Closed-Won" on $65K deal
Confetti animation 🎉
+500 XP (deal closed)
Achievement unlocked: "Q4 Quota Crusher" (hit 100% quota)
Quest completed: "Q4 Closer: Hit $500K" → Bonus 2,000 XP
Team notification: "Rachel just closed $65K! 🎉"

What You Say: "When Rachel closes this $65K deal, the platform celebrates: confetti animation, 500 XP, achievement unlocked.

She also just hit her $500K quarterly quota—quest completed, bonus 2,000 XP. And the whole team sees the notification: 'Rachel just closed $65K!' That public recognition is powerful.

Compare that to closing a deal in Salesforce and... silence. No celebration, no recognition until the end of the month. Gamification makes wins feel rewarding immediately."

Pause for Questions.

4. Sales Manager View (7 Minutes)

A. Team Performance Dashboard (3 min)

What You Show: Login as "David Park" (Sales Manager)

Dashboard Displays:

Team Quota Attainment: 112% (Q4 to date)
Pipeline Coverage: 3.2x (healthy)
Win Rate: 28% (up from 22% last quarter)
Avg Deal Size: $73K (up from $58K)
Ramp Time (New Reps): 92 days to first deal (down from 180 days)
Activity Metrics:
- Calls: 1,247 this week (team)
- Meetings: 87 booked
- Proposals sent: 14
Top Performers: Rachel ($487K), Marcus ($412K), Sarah ($389K)
At-Risk Reps: 1 rep below 60% quota, low activity

What You Say: "This is David's manager dashboard. His team is at 112% of quota—crushing it. Pipeline coverage is 3.2x, which is healthy. Win rate improved from 22% to 28%.

Key insight: ramp time for new reps dropped from 180 days to 92 days. Gamification accelerates onboarding by making learning and activity rewarding.

He also sees at-risk reps: one rep is below 60% quota with low activity. David can coach early before it becomes a miss."

B. Individual Rep Coaching Insights (2 min)

What You Show: Click on "Tom Johnson" (Struggling Rep)

Rep Profile:

Quota Attainment: 58% (below target)
Activity:
- Calls: 12/week (team avg: 45/week) ❌
- Emails: 8/week (team avg: 35/week) ❌
- Meetings booked: 2/month (team avg: 10/month) ❌
Pipeline: $120K (needs $300K for coverage)
Engagement Score: 4.2/10 (low)
Strengths: Discovery calls (78% → demo conversion)
Weaknesses: Low activity, inconsistent prospecting

What You Say: "David clicks on Tom, who's struggling at 58% of quota. The problem is clear: low activity. He's making 12 calls per week when the team average is 45.

But notice the insight: Tom's discovery-to-demo conversion rate is 78%—excellent. His skill isn't the issue; it's activity volume.

David can coach specifically: 'Tom, your demos are great. Let's focus on booking more meetings. Here's a quest to make 50 calls this week.' That's data-driven coaching."

C. Team Trends & Forecasting (2 min)

What You Show: Navigate to "Analytics" → "Trends" → "Quota Attainment Over Time"

Chart 1: Quota Attainment Trend

Q1: 78%
Q2: 85%
Q3: 94%
Q4 (current): 112%
Trend: Continuous improvement since implementing PulsePlus

Chart 2: Activity vs. Quota Correlation

Reps with 40+ calls/week: 105% avg quota attainment
Reps with 20-39 calls/week: 82% avg quota attainment
Reps with <20 calls/week: 54% avg quota attainment
Insight: Activity drives results

What You Say: "David sees trends: quota attainment has climbed from 78% in Q1 to 112% in Q4. That's the impact of gamification over 9 months.

And the correlation is clear: reps making 40+ calls per week hit 105% of quota. Reps making fewer than 20 calls hit only 54%.

Gamification doesn't just motivate—it shows WHAT to motivate. Activity drives pipeline drives revenue."

Pause for Questions.

5. Salesforce Integration (5 Minutes)

A. Salesforce Sync (3 min)

What You Show: Navigate to "Integrations" → "Salesforce"

Integration Setup:

Connected: Salesforce Production Org
Sync Frequency: Real-time (bi-directional)
Data Flow:
- Salesforce → PulsePlus: Opportunities, Activities, Closed-Won
- PulsePlus → Salesforce: XP/achievements logged in Activity History
Rules Configured:
- Call logged → +10 XP
- Email sent → +5 XP
- Meeting booked → +50 XP
- Opportunity created → +25 XP
- Opp advanced to "Proposal" → +50 XP
- Opp advanced to "Negotiation" → +100 XP
- Opp Closed-Won → +500 XP (+ % of deal size)
- Quota hit → Bonus XP + achievement

What You Say: "This integrates directly with Salesforce. When a rep logs a call in Salesforce, PulsePlus awards XP automatically—no manual entry.

When they advance a deal, XP is awarded based on stage. Close a deal, big XP payout.

Reps work in Salesforce like always. Gamification happens seamlessly. PulsePlus surfaces engagement and recognition on top of their existing workflow."

B. Custom Rules for Sales Plays (2 min)

What You Show: Navigate to "Rules Engine" → Show Sample Rules

Sample Rule 1: SPIF Automation

IF deal.close_date IN December AND deal.amount >= 50000
THEN award rep 1000 XP + "Holiday Closer" achievement + $1000 SPIF

Sample Rule 2: Multi-Threading

IF opportunity.contacts >= 3 (multiple stakeholders engaged)
THEN award rep 50 XP + "Relationship Builder" achievement

Sample Rule 3: Expansion Focus

IF account.type == "Existing Customer" AND deal.closed_won == true
THEN award rep 750 XP + "Expansion Expert" achievement

What You Say: "The Rules Engine lets you customize gamification to match your sales plays.

Running a Q4 SPIF for deals over $50K? Create a rule—automatically awards the SPIF when criteria are met.

Want to incentivize multi-threading (engaging 3+ stakeholders)? Create a rule.

Want to reward expansion deals? Create a rule.

This aligns gamification with your strategy, not generic metrics."

Pause for Questions.

6. ROI & Results (3 Minutes)

What You Say: "Let me show you what sales teams are achieving with PulsePlus..."

Results to Highlight:

Company A: Mid-Market SaaS (Sales Team: 15 AEs, 10 SDRs)

Before PulsePlus:
- Quota Attainment: 68% (team avg)
- Ramp Time: 6 months to first deal
- Activity: Inconsistent (low call volume)
- Turnover: 40% annually (lost top performers)
After PulsePlus (12 months):
- Quota Attainment: 89% (+21 points)
- Ramp Time: 90 days to first deal (50% faster)
- Activity: 45 calls/week avg (up from 22)
- Turnover: 18% (cut in half)
ROI:
- 21% increase in quota attainment = $2.8M additional revenue
- 50% faster ramp = $400K saved (lost productivity)
- 50% lower turnover = $350K saved (hiring/training)
- Total value: $3.55M/year
- PulsePlus cost: $150K/year (25 users × $500/month)
- ROI: 23.6x

Company B: Enterprise Technology (Sales Team: 50 reps)

Before:
- Win Rate: 18%
- Avg Deal Size: $45K
- Pipeline Coverage: 2.1x (under target)
After (18 months):
- Win Rate: 27% (+9 points)
- Avg Deal Size: $68K (51% increase)
- Pipeline Coverage: 3.4x (healthy)
Impact:
- 9-point win rate improvement = $4.2M additional revenue
- Larger deal sizes = $1.8M additional revenue
- Total incremental revenue: $6M/year
- ROI: 20x

What You Say: "These are real results from real customers. 21-point quota attainment improvement. 50% faster ramp. 23x ROI.

The key is gamification drives the behaviors that drive revenue: activity, pipeline generation, deal progression, skill development. When reps are engaged and motivated, the business wins."

Demo Wrap-Up

Summary: "So to recap, you saw:

SDR experience: Activity gamification, pipeline generation, leaderboards
AE experience: Deal progression, win celebrations, quota tracking
Manager insights: Team performance, coaching opportunities, forecasting
Salesforce integration: Seamless, automated, real-time
Real ROI: 21% quota lift, 50% faster ramp, 23x return

What questions do you have?"

Pause for Questions.

Next Steps: "Based on what you've seen, does it make sense to run a 90-day pilot with one sales team? We'd integrate with Salesforce, configure rules for your sales plays, and measure impact on quota attainment and activity. If it works, you roll out to all teams. Sound good?"

Close: "I'll send a pilot proposal this week. Let's schedule a follow-up call to review. Does [DATE/TIME] work?"

Post-Demo Follow-Up

Send Within 24 Hours

Email Template:

Subject: PulsePlus Demo Follow-Up - Sales Gamification

Hi [NAME],

Thanks for the time today. It was great walking through how gamification can increase quota attainment and accelerate rep performance.

**Quick Recap:**
- SDR gamification: Activity tracking, meeting goals, leaderboards
- AE gamification: Deal progression, win celebrations, quota tracking
- Manager insights: Team performance, coaching, forecasting
- Salesforce integration: Seamless, automated, real-time
- Proven ROI: 21% quota lift, 50% faster ramp, 23x return

**Next Steps:**
I'll send a 90-day pilot proposal by [DATE]. This would cover:
- [X] reps (one team: SDRs or AEs)
- Salesforce integration
- Custom rules for your sales plays
- Success metrics: quota attainment, activity, ramp time

**Resources:**
- Sales One-Pager (attached)
- ROI Calculator (attached)
- Case Study: [SIMILAR COMPANY] (attached)

Let's connect on [DATE] to review and answer questions.

Best,
[YOUR NAME]

Attach:

Sales One-Pager
ROI Calculator (pre-filled with their data if possible)
Case Study (if available)
Pilot Proposal Template

Objection Handling (Sales-Specific)

"Sales reps are already motivated by commission"

Response: "True—commission drives results. But what about the 60 days between closing deals? What keeps reps active daily? Gamification fills that gap by rewarding daily activities (calls, meetings, emails) that lead to commissions. It's complementary, not a replacement."

"Leaderboards will demoralize low performers"

Response: "Great concern. We address this three ways: (1) Multiple leaderboards (not just revenue—activity, learning, improvement), (2) Team challenges (collaboration vs. competition), (3) Personal bests (compete against yourself). Low performers can still win recognition for effort and growth."

"Our reps won't care about XP and badges"

Response: "Interestingly, 83% of sales reps using PulsePlus report high engagement. Why? Because the XP and badges represent real achievement: hitting quota, closing deals, building pipeline. It's not arbitrary—it's tied to what they already care about. Plus, public recognition from peers and managers is powerful motivation."

"We already use Salesforce dashboards"

Response: "Salesforce shows data. PulsePlus makes data motivating. Dashboards tell reps what they SHOULD do. Gamification makes them WANT to do it. That's the difference between tracking performance and driving performance."

"What if reps game the system?"

Response: "We build in quality controls. XP for calls only if logged with notes. XP for meetings only if they actually happen (verified by calendar integration). XP for closed-won deals only when Salesforce confirms. And managers see outliers—if someone's logging fake activity, it's visible and addressable."

Demo Customization Tips

For SDR/BDR Teams

Focus on activity metrics (calls, emails, meetings)
Show prospecting quests and cold call achievements
Emphasize ramp time reduction

For Enterprise AE Teams

Focus on deal progression and pipeline coverage
Show multi-threading and relationship achievements
Emphasize win rate and deal size improvements

For Transactional Sales

Focus on volume metrics and velocity
Show daily/weekly challenges
Emphasize activity leaderboards

For Field Sales

Emphasize mobile app experience
Show location-based achievements (customer visits)
Focus on CRM hygiene (logging activity remotely)

Demo Assets Checklist

Required Screenshots:

[ ] SDR dashboard (XP, quests, activity)
[ ] AE dashboard (pipeline, quota tracking)
[ ] Meeting booking flow
[ ] Deal closing celebration (confetti animation)
[ ] Leaderboards (individual + team)
[ ] Manager analytics dashboard
[ ] Salesforce integration setup
[ ] Mobile app view

Optional Videos:

[ ] Rep testimonial (if available)
[ ] Deal closing confetti animation
[ ] Manager coaching workflow

Demo Script Owner: Sales Enablement Review Cadence: Quarterly (update with new features and customer results)

Sales Organization Demo Script (30 Minutes) ​

Pre-Demo Preparation ​

Required Setup ​

Discovery Context Needed ​

Demo Overview ​

Script ​

1. Introduction (2 Minutes) ​

2. SDR/BDR Experience (7 Minutes) ​

A. SDR Dashboard (2 min) ​

B. Activity Logging & XP (3 min) ​

C. Leaderboards & Competition (2 min) ​

3. Account Executive Experience (6 Minutes) ​

A. AE Dashboard (2 min) ​

B. Deal Progression & XP (2 min) ​

C. Wins & Celebrations (2 min) ​

4. Sales Manager View (7 Minutes) ​

A. Team Performance Dashboard (3 min) ​

B. Individual Rep Coaching Insights (2 min) ​

C. Team Trends & Forecasting (2 min) ​

5. Salesforce Integration (5 Minutes) ​

A. Salesforce Sync (3 min) ​

B. Custom Rules for Sales Plays (2 min) ​

6. ROI & Results (3 Minutes) ​

Demo Wrap-Up ​

Post-Demo Follow-Up ​

Send Within 24 Hours ​

Attach: ​

Objection Handling (Sales-Specific) ​

"Sales reps are already motivated by commission" ​

"Leaderboards will demoralize low performers" ​

"Our reps won't care about XP and badges" ​

"We already use Salesforce dashboards" ​

"What if reps game the system?" ​

Demo Customization Tips ​

For SDR/BDR Teams ​

For Enterprise AE Teams ​

For Transactional Sales ​

For Field Sales ​

Demo Assets Checklist ​

Sales Organization Demo Script (30 Minutes)

Pre-Demo Preparation

Required Setup

Discovery Context Needed

Demo Overview

Script

1. Introduction (2 Minutes)

2. SDR/BDR Experience (7 Minutes)

A. SDR Dashboard (2 min)

B. Activity Logging & XP (3 min)

C. Leaderboards & Competition (2 min)

3. Account Executive Experience (6 Minutes)

A. AE Dashboard (2 min)

B. Deal Progression & XP (2 min)

C. Wins & Celebrations (2 min)

4. Sales Manager View (7 Minutes)

A. Team Performance Dashboard (3 min)

B. Individual Rep Coaching Insights (2 min)

C. Team Trends & Forecasting (2 min)

5. Salesforce Integration (5 Minutes)

A. Salesforce Sync (3 min)

B. Custom Rules for Sales Plays (2 min)

6. ROI & Results (3 Minutes)

Demo Wrap-Up

Post-Demo Follow-Up

Send Within 24 Hours

Attach:

Objection Handling (Sales-Specific)

"Sales reps are already motivated by commission"

"Leaderboards will demoralize low performers"

"Our reps won't care about XP and badges"

"We already use Salesforce dashboards"

"What if reps game the system?"

Demo Customization Tips

For SDR/BDR Teams

For Enterprise AE Teams

For Transactional Sales

For Field Sales

Demo Assets Checklist