Microsoft’s latest purchase is a real team builder. With the purchase of Incent Games, Microsoft seems to want to improve Customer Relationship Management adoption via team-based competition. In short, Microsoft want to create teams that communicate better with clients.
Incent Games is the developer of FantasySalesTeam, a gamification platform that has the aim to boost sale productivity and drive revenue. The Customer Relationship Management adoption comes on top of that, making it seem obvious why Microsoft wanted to make this type of investment right now.
With the release of Windows 10 and the decline on the 4th spot as a worldwide phone producer, Microsoft is looking to improve their sales so that they can step their game up a little. Bob Stutz, corporate VP at Microsoft Dynamics declared that benefits will be observable within Microsoft Dynamics CRM customers that will push the limits of sale higher.
“While incentive programs and contests are leveraged in almost all sales organizations, most suffer from common shortcomings: the same top performers almost always win and the rest of the team tends to disengage fairly quickly once they realize they’ve fallen behind or out of contention.”
Stutz addressed this issue while adding that FantasySalesTeam is the solution to it. He seemed confident that FantasySales had the right approach to solve this issue among others.
So how does this work exactly? Employees create teams and they are driven to see each one succeed. Team-based competition and stimulation from non-sales personnel such as service or managers creates the context which teams need to adjust to in order to ensure their success.
Both individuals and teams achieve a high level of recognition visible in the company while stimulating the desire for competition and change. It is practically a motivation exercise, but with rewards far more tangible than the casual team building exercise.
Stutz seemed very confident about FantasySalesTeam. He said that there was nothing like it on the market and that he has great expectations as to where sales can go.
He mostly based his expectations on a previous case study that proved the effectiveness of the new investment. Service Corporation International found out after a sale rep pilot that workers using FantasySalesTeam closed approximately 90 percent more deals than those who didn’t.
Their sales skyrocketed, Wireless Zone increasing above 150% in total sales, 35% in specific product sales and 9% profit in the first month they tested FantasySalesTeam.
It remains to be seen what FantasySalesTeam can do now that Microsoft got its hands on it.
Photo Credits winbeta.org