Business Strategy

FantasySalesTeam – Online Fantasy Sports Inspired Sales Competition

FantasySalesTeam – Online Fantasy Sports Inspired Sales Competition
FantasySalesTeam – Online Fantasy Sports Inspired Sales Competition

Image Source: Small Business TRENDS

Brian Brady had been doing everything he possibly could to encourage the thirty salespeople he employs at his Wireless Zone franchises in Virginia. He would organise sales competitions each few months, and put up rewards like cruise vacations, iPads and gift cards. Nonetheless, regardless of how lavish the prizes or the excitement he tried initiating among them, the contests failed its attempt at resulting in significant supplementary sales.

“You can invariably have your overachievers, and then our middle-of-the-road sales guys, then the basal tier,” Brady says. “The final outcomes were ceaselessly alike, with the peak salespeople triumphant. The people at the top felt they like they were being chastised for being good, and hence I had to start handicapping people. Whereas the people at the inferior end felt like they’d never win, and hence didn’t bother paying attention to the contests.”

Also Read: Traits Of Extremely Effective Sales

In search for a solved outcome; Brian found FantasySalesTeam, an online platform that develops and helps businesses run fantasy-sports-inspired sales competitions. A team is chosen by an employee who then trades or updates the roster off salespeople each week. Through this format, a chance is given to the lower producing salespeople to achieve the top prize. This also motivates employees to encourage each other and cheer each other on. Brian observed their sales increased by 176 percent, all this after running his fantasy-football contest towards the end of the previous year.

We spoke to him in relation with how Wireless Zone, largest Verizon franchise in the US, was budged out of the sales run on account of some friendly competition.

What impact did the contest create on them?

Things took a sharp turn for change right away. It took some time to convince me to buy into the project, as the FantasySalesTeam is justly a high-priced platform. Like everyone says, they said I’d be seeing breakthrough from day one. And I truly did.

How would you say so?    

The initial thing we were struggling with was the sales goal that was assigned to us by Verizon. We squashed that sales goal in a month, when I hadn’t imagined we’d make it by the year end even. And this is what entirely turned our sales process upside down.

How does this competition work?

Different people are assigned to different positions; the quarterbacks were our top salespeople, running backs and wide receivers were the next tiers, the kickers were at the bottom, and so on. And what allowed even new people to win at this was that each employee would draft a team who scored points by selling products and measuring up to definite metrics.

Also, internal competitions were created as the salespeople tracked each other and kind of rode each other voicing things like, “Come on, man! You’re sure my quarterback, but there aren’t any tablets sold by you yet!” The main motivation for him to pick up the pace was if someone spotted him being dropped by other people from their rosters.

Who was the winner of the contest?

The winner of the top prize was a middle-of-the-road salesman, with inclusion of an amazing trip to Las Vegas All because he changed his roster every week and kept track of the statistics; he was quite efficient, among others. The best overall salesperson won the MVP award, an iPad Air.

Wouldn’t have rewarding cash bonuses to the winner been easier?

Motivating people with things other than money is what I’ve observed to be an easier choice, as long as I’ve been in retail. Putting extra cash in someone’s paycheck seems to lose its lustre; the bonus would go into their account, and they wouldn’t bother checking that, much. It would be just another thing in their bank account; it wouldn’t make sense. It wouldn’t possibly generate the competition that is supposed to exist among them. But what would make sense is if you give them something that they normally wouldn’t buy otherwise, like American Express points or a gift card, and so on. It’s easier to know because I have responded to these things back when I was in sales. And this would, most effectively earn us their attention. There couldn’t have been a better thing to do.

Has a lasting impact been engendered by the contest?

Except that we have now learned how to sell a complex product-the Verizon Edge plan-things have returned to normal for the better part of it. Since it was difficult to sell and explain, the sales team weren’t as interested to learn about it. Things were initially that way, and so I put in a lot of points on it during the contest. For five or six weeks, they seemed to be improving, successfully making selling it second nature.

Also Read: All Of Life Is Sales And We All Are Products – Sales Skills Every Professional Should Master

Is another FantasySalesTeam contest on your radar of plans?

Without a doubt, but we’re going to be baseball players the next time. Everything’s going to be great.

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