People love a challenge. That’s why office competitions, from wellness challenges to sales competitions, are so popular. People thrive on the energy and urgency, and they enjoy the bragging rights for being crowned the winner.
SalesScreen’s Sindre Haaland says competitions work so well because they help people feel more connected and driven. He points out Gallup research that shows that highly engaged teams show 21% greater productivity than their less engaged peers. Running standard sales competitions are fine, he says, but mixing things up is much more likely to engage your team. In this issue of PromoPro Daily, we share his tips for running sales competitions that motivate everyone.
Don’t Miss A Thing: SUBSCRIBE To PPAI Newslink
Tiered individual competitions. Rather than a single winner, tiered competitions set multiple prize thresholds so that hitting a stretch target earns recognition regardless of rank. A rep who knows they can win something by hitting 110% percent of their activity target will compete against their own standard rather than against a colleague they never catch. Haaland recommends adding a personal best metric, and the format works for every performance level on the team.
Team relay competitions. Consider setting a collective goal where the team earns a reward only when every member hits their individual target. According to Haaland, this format is particularly effective for remote or distributed teams where ambient competitive energy is absent. Peer accountability distributes the motivational load in a way that manager pressure never reliably does, and stronger reps have a natural incentive to help those who are behind because their own reward depends on it.
Head-to-head bracket competitions. Bracket-style competitions pair reps directly against each other in a knockout format, creating focused short-term urgency and a competitive narrative that teams follow closely. Haaland says they work best for concentrated energy boosts over a defined period. Match reps at similar performance levels where possible to keep most of the bracket competitive past the early rounds.
Activity-based sprint competitions. Instead of competing on outcomes like revenue or deals closed, activity sprints compete on inputs like calls made, meetings booked or proposals sent within a specific time period. Since every rep controls their activity level, sprints are the most equitable format for broad engagement. Haaland says they also surface reps who are capable of more than their current results suggest.
Consistency and streak competitions. Rather than rewarding peak performance in a window, streak competitions reward the rep who hits their daily target most consistently across the full month. According to Haaland, this format produces the most durable behavioral change because it rewards the habits that create performance rather than the outcomes themselves.
Sales competitions can be a great way to create some buzz and instill strong habits. Try one of the formats above, like an activity-based sprint or a team relay, to build momentum around the behaviors that drive results. Some friendly rivalry can bring out the best in your team.
Compiled by Audrey Sellers
Source: Sindre Haaland is the founder and CEO of SalesScreen, a sales performance management platform.
