Almost all sales reps now do shadow accounting — that is, calculate their commissions hoping to catch any errors that easily can occur in a manual or spreadsheet-based corporate compensation system. The theory is that reps spend valuable selling time tracking their commissions and playing what-if scenarios rather than selling. That is time the fantasy engine presumably would take over.
Microsoft earlier this week announced that it has bought FantasySalesTeam, a sales gamification platform. The intent of the product is to boost sales productivity. The gaming part is designed after some aspects of fantasy sports leagues in which participants build a team from known professional athletes and try to beat other teams. The team aspect makes everyone more competitive, and the goal is to improve everyone’s performance.