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The implementation of FantasySalesTeam drove cultural More importantly, let’s now look at the March/April 2014
change as well. “The other aspect that has been resonating numbers (during FantasySalesTeam) compared to the
is that FantasySalesTeam mixes business with pleasure. Many previous year:
of our reps play some sort of fantasy sports in their personal • MARCH (During FantasySalesTeam): Americas +44%;
life – now they get paid to play. When a rep enjoys a contest, EMEA +31%
he or she typically works harder at it, and we’ve found that it
also has a positive efect on our culture. I’ve heard from people • APRIL (During FantasySalesTeam): America +94%;
that having FantasySalesTeam makes it a little more enjoyable EMEA +48%
to work here.” This shows a sizeable increase in revenue year-over-year while
HP’s Worldwide Director of Strategic Sales Chris Hill the FST game was active. While the program can’t claim all
agrees: “We initially deployed FantasySalesTeam in our western the credit, HP execs agree that FantasySalesTeam played a
region and it was extremely successful right from the get-go. very strong role in this dramatic shift in numbers. In addition,
Game adoption was high and feedback was very positive. The in the Americas region, HP was focused on increasing sales
use of ‘fantasy sales’ gamifcation allowed us to bring a fun, for a specifc product (which we will call “Product A”), which
competitive element to our sales team. At the same time, became its own metric in the FantasySalesTeam game.
we’ve focused the game metrics and criteria on driving very Here are the YOY sales of Product A before and after the
specifc business improvements. It’s worked on all levels – so FantasySalesTeam game began:
much so that we’ve since broadened our fantasy sales games • FEBRUARY (Before FantasySalesTeam): There was a 47%
to be deployed worldwide.” decline in Product A sales, comparing February 2013 to
NO LIMITS February 2014.
HP managers report that FantasySalesTeam is fexible, as well Now let’s look at Product A sales during March/April 2014 when
as easy to use and confgure. They say they’ve changed the FantasySalesTeam was running:
focus of the games considerably with each iteration to address • MARCH (During FantasySalesTeam): +9%
new business areas for improvement. They’ve also considerably
increased their user base. “We’ve not yet hit a limitation that • APRIL (During FantasySalesTeam): +49%
stops us from achieving what we need to achieve,” says Hill. Lastly, HP tracks a metric called “linearity” which focuses on
So how has FantasySalesTeam impacted HP’s sales? driving linear sales throughout a quarter vs. the typical “hockey
They shared some results from their last completed stick” that many companies see in the third month. H-P saw
FantasySalesTeam game, which ran from March 1 to April 30 measurable increases in linearity across both regions during the
of this year. First, let’s look at the total revenue for this HP game. “We saw a huge linearity increase in the Americas (53%)
Division in February 2014 (the month before the game started) and a 9% increase in EMEA for the quarter,” says Beth Gaf,
compared to the previous year: Senior Manager, Sales Operations. “Even removing the [client
name withheld] deal, there’s still a healthy increase in linearity of
• FEBRUARY (Before FantasySalesTeam): Data shows a about 40 points.”
decline of 16% for the Americas and 20% for EMEA across For more information about FantasySalesTeam, go to
each region between 2013-2014. www.fantasysalesteam.com/ ESM

engagement strategies Vol.18 Issue 2 17