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IPL 2025 may have ended with Royal Challengers Bengaluru finally lifting the long-awaited trophy, but what caught my attention wasn’t just the cricket; it was Dream11.
Every evening around 7 PM, as I made my way home in a Mumbai local, the same tune would echo through the train, the iconic IPL jingle. But it wasn’t from the match. It was a reminder notification from Dream11: “Teams are out. Time to create your fantasy squad!”
I noticed nearly half the commuters in my compartment would be glued to their phones, finalizing teams. It got me thinking, what makes millions of Indians jump into fantasy gaming with such passion?
Curious, I dug deeper. And what I discovered was a masterclass in how Dream11 brilliantly combines sales enablement and gamification to create massive engagement.
Let’s start with a jaw-dropping number: Dream11 has over 200 million (20 crore) registered users in India.
How does a fantasy gaming app, which isn’t a basic necessity, get millions to download it, play daily, pay willingly, and even promote it?
The answer lies in their genius blend of sales enablement + gamification.
Let’s break it down
But first, what exactly is sales enablement?
If you’re picturing suited-up salespeople giving PowerPoint presentations, pause.
Sales enablement today is about empowering every interaction in the user journey with the right content, tools, and motivation, whether that’s buying, subscribing, or, in Dream11’s case, joining contests.
The Gameplay: How Dream11 Uses Sales Enablement
1. Content That Sells Without Selling
Before every big match, Dream11 pushes content like
- Player statistics
- Injury updates
- Expert insights
This isn’t just informative, but it’s strategic too.
It reduces decision anxiety (“Who should I pick?”) and boosts user confidence (“Now I know what I’m doing!”). Just like how in financial services we share fund ratings or calculators, Dream11 shares value content that drives user action.
2. Push Notifications = Digital Follow-Ups
In sales, fortune lies in the follow-up. And Dream11 has mastered it:
“Last few spots left in the Mega League!”
“Rohit Sharma is in form! Edit your team now!”
These nudges are perfectly timed to drive action. Just like sales reps, following up at the right time to close a deal.
3. In-App Tools = Conversion Tech Stack
Dream11 equips users with
- AI-suggested teams
- Real-time scoreboards
- Budget-based contest filters
Don’t assume them to be mere features; they are friction reducers. They make saying “yes” easy. Think of them like the CRMs and sales dashboards we use to close better.
Now enter Gamification, which I believe is “The Real Hook.”
If sales enablement gets users to enter the stadium, gamification keeps them on the pitch.
1. Leaderboards = Ego Economics
Let’s be honest. We don’t just want to win; we want to be seen winning.
Dream11 taps into this by
- Public leaderboards
- Exclusive contests for top rankers
- Letting friends view your rank
A perfect blend of rewards and recognition.
2. Missions & Milestones
Dream11 regularly rolls out mini-goals:
- “Join 3 contests today & get a ₹50 bonus!”
- “Pick 5 players under 25 and unlock a badge.”
Feels familiar? It’s exactly like daily quests in mobile games.
Small wins release dopamine, which leads to repeat behaviour.
3. Micro-Rewards, Macro Impact
Examples:
- ₹10 sign-up bonus
- ₹25 cashback on referrals
- “Free entry” for low-budget contests
They celebrate every micro-action. No waiting for the “big moment.” That’s a page right out of smart sales management. Reward consistency, not just outcomes.
When I led a team at Sharekhan Education, I used to track just one task: who could get 20 attendees to a webinar. I appreciated the effort, not just enrollment. That’s how you build habits.
Bonus: The Psychology Behind Dream11’s Strategy
Dream11 is psychologically hacking our behaviour. Here’s how:
- Endowment Effect: Once you’ve created your fantasy team, you feel emotionally invested and compelled to play.
- FOMO: “Only 3 hours left!” Urgency creates action.
- Low Entry Barrier: ₹49 to win ₹5 crore? Feels like a deal too good to pass.
The Referral Strategy: Turning Users Into Sales Reps
This is where it gets genius.
Dream11 has turned every user into a promoter.
- Referral codes
- Instant ₹100 bonus for both referrer and referee
Low resistance. High adoption. Pure brilliance.
Final Over: What Can We Learn?
Dream11 didn’t just build a fantasy gaming app; they built a sales engine disguised as a game.
Their formula?
Sales Enablement + Gamification = Unstoppable Growth
So, if you’re in sales, marketing, or product, stop merely “selling.”
Enable. Engage. Entertain.
In today’s crowded marketplace, the best salespeople are not selling anymore; they’re creating experiences worth playing.
Over to You
Next time you pitch a product or send a sales proposal, ask yourself:
Am I just pushing a product, or am I making it a game worth playing?
If this post made you think, do share it.
And if you’d like more real-world breakdowns like this, drop me a message.
Until next time, keep it real and keep it fun.
Let’s sell with purpose. And with Sanskar.
Hi, I’m Vikas Taware. After years of hands-on experience in sales and marketing, I felt a strong pull to share the strategies I’ve mastered, the setbacks I’ve overcome, and the wins that shaped my journey. That led to AsPerVikas—a blog where I cut through the noise and share real, field-tested insights to help you sell smarter, market better, and grow faster.
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