Sales is a naturally competitive profession, and many organizations now use some form of a gamified system to up the ante and spur success. Leaderboards, ranking, rewards, and a President's Club for top performers are common incentives. However, these rewards are frequently based only on output, not the behaviors leading up to a closed deal. 

At the same time, these extraneous meta-game systems are not tied to the actual day-to-day CRM tools used by the organization. The rewards may hold high value during the 10 seconds of applause at the company meeting, or while the top-performing reps are lounging poolside in wine country. But in between, these motivators are easily forgotten in the daily hustle. In addition, there are numerous behaviors beyond just winning deals that contribute to success and are statistically proven to help close a deal, but few systems reward these steps along the way.