Magazine article CRM Magazine

For Hewlett-Packard, FantasySalesTeam Makes Results a Reality: Tech Leader Sees Sales Gains-And a Culture Change-With Gamification Solution

Magazine article CRM Magazine

For Hewlett-Packard, FantasySalesTeam Makes Results a Reality: Tech Leader Sees Sales Gains-And a Culture Change-With Gamification Solution

Article excerpt

Commissions are the typical means of motivating a sales team. Even so, businesses often want to boost performance to make up for prior lapses, help push a new product, or increase morale.

Global technology leader HewlettPackard is no stranger to the realities of today's sales efforts. The company had "a very diverse sales organization with many disparate cultures," according to Rick Hanson, vice president of worldwide sales and field operations for HP. It was Hanson's job to bring together the many acquisitions that helped form the organization as a single team. Doing this meant gaining clarity on what the important metrics were, and building a consistent strategy to achieve top performance.

Hanson had tried running sales contests with his team to achieve this, with mixed results. "Most sales contests were very tactical and binary; we had a single goal and the rep[s] who achieved that goal were rewarded," he says. Rather than engaging the entire team, only the salespeople who thought they could win something bothered to participate, not the result Hanson was going after. "The goal with a sales contest is to engage the entire organization with a multifaceted approach, one where the goals and metrics span the sales process while becoming part of the culture."

In search of a better method, Hanson began experimenting with FantasySalesTeam (FST) in 2013. FST blends sales incentives with the immensely popular pastime of fantasy sports leagues. It lets users build sales contests with their choice of sports themes, and provides ways for everybody--not just top sellers--to participate and win. Because it's built on a team model, players encourage one another to do better so they can all win.

"FantasySalesTeam changed the game," Hanson says. "No longer was it a single carrot that was put out there for a sales executive to chase with a single goal. …

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