Game Recap. Case Study. Aberdeen Group Scores with FantasySalesTeam.

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Thomasina Walsh
8 years ago
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1 Game Recap Aberdeen Group Scores with FantasySalesTeam 1 Case Study

2 Game Summary Aberdeen Group a division of Harte-Hanks located in Boston, Massachusetts, scored big in a recent game of FantasySalesTeam. It all started when Dave Hatch, SVP and GM of Aberdeen, decided to add some competitive juice to his sales force. He and his team ran a sales contest using FantasySalesTeam, a fun and engaging new way to run exceptional incentive contests using fantasy sports as a backdrop. Scouting reports say Aberdeen has a very dynamic, high-paced sales environment that relies on a motivated and engaged team to drive high performance. When asked if the fantasy sports concept kept people motivated, sales rep Justin Nihon piped up, the simple answer is yes Breaking the game down on the whiteboard, it was a big success As Hatch says it was cool, we will definitely do it again. Nihon agreed, it created a buzz, we were definitely checking the leaderboards and talking to each other about our pipelines. 2

3 Choosing the Lineup Aberdeen regularly runs sales contests to keep reps focused and energized but found they always tend to favor their global reps who have higher levels of opportunity. Hatch says, it was always the same people in the top five. The Game Plan The Aberdeen management team wanted to do more than just drive sales. They saw an opportunity to drive their business strategy and address a legacy issue. For historical reasons, a large percentage of their deals closed at the end of the month. Management had encouraged reps to close deals early, because, as Hatch explains, Sales timing should be based on customers needs not ours. The fantasy sales approach let them create metrics (defined as runs, hits, etc.) to drive important behavior, and they heavily weighted deals closed before the 19 th of the month. They decided to use a baseball theme using FantasySalesTeam s player positions so they could celebrate different peoples strengths and reward more than just their normal top sellers, who they set up as Pitchers so they could compete head to head. Hatch says, It was a stroke of brilliance for FantasySalesTeam to offer player positions. Setting up and tracking these kinds of metrics using traditional methods like spreadsheets could cause an administrative nightmare, but through FantasySalesTeam s scoring dashboards Hatch says managing the game only took minutes a week. 3

4 Play Ball!» The sales contest created great buzz.» The Aberdeen sales team stayed engaged, keeping their eyes on the leaderboard to see where they stood.» Positions helped keep everyone engaged, not just the global reps. From the player s perspective, Justin explained, The Play of the Day As with any sporting event there were some surprises. Metrics that rewarded sales activity helped ensure that reps kept their CRM up-to-date more frequently, encouraging a disciplined sales process. It was interesting playing against people in the same position, it gives you a chance to catch someone. It was a game within a game» The scoring system with multiple metrics was a win.» The overall contest winner was also the early close winner, helping Hatch and his team communicate the importance of early close to sales success. The buzz is great around the office --- people seem to be loving it! Abigail Sewall, Account Manager 4

5 About FST RUN EXCEPTIONAL INCENTIVE CONTESTS MODELED ON FANTASY SPORTS FantasySalesTeam allows sales managers to run better sales contests that drive improved results. Integrated directly with CRM, reps are transformed into players and can earn points by achieving your most important sales metrics. Online leaderboards, profiles, discussion boards and more drive fun and engagement. To learn more visit or Davis Street, Suite #1711 Austin, TX Phone: GAME (4263) This tool is a blast! Just took over the #1 position company wide and there's a lot of smack talk going on 5 Chuck Baylor, Global Account Manager

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