How to Run Data-Driven Sales Competitions

Take your sales teams to the next level with creative competitions. Learn about our favorites, how to run them and why they are so effective.

Remi Morken

CCO - December 9, 2019

Following up on our last blog post where I wrote about 5 principles to keep in mind when running sales competitions, it’s now time to look at how we can set these principles in action.

SalesScreen offers a great variety of competition types and templates. There are 2 different competition types that stand out in the crowd when it comes to performance.

Gift Swap Competition

The Gift Swap competition is simple to understand–there is a variety of personal incentives, multiple winners, a chance of luck and lastly, it’s in the hands of the reps.

Rules of the Competition

Contestants: Everyone in the sales department (SDR’s & AE’s)

Period: Monday 09:00 - Friday 15:00

Activity: New meetings booked (face 2 face or video) where the reps have reached out to the prospect themselves.

Prizes: A variety of different prizes that motivate the entire team. From coins to be used in the rewards shop to other fun & affordable prizes.

Visualization: TV screens in all offices, web dashboard and mobile app

Steal/Swap Probability: 66%

Prize rules: One rep can win multiple prizes

How does it work?

When the rules are set and the competition is created, everyone in the sales team gets a push notification on all devices telling them that they’re invited to compete.

Whenever one of the reps books a first-time meeting (F2F & Video) they get another push telling them it’s their time to open a prize. The prizes are hidden in locked pumpkins, so they can’t see what they’re opening. When all prizes are opened (12 prizes in this comp) they can start stealing prizes from each other. In our example we’ve said that there is a 66% chance of success when trying to steal.

Results - Productivity gain

We analyzed 216 competitions completed in 2019 with the gift-swap layout and found out (after removing the top and bottom 10% results) that our customers increased the competition KPI(s) with an average of 32,28%.

Wheel of Fortune Competition

The Wheel of Fortune Competition is one of the most popular competition types we offer. In this competition, users or teams earn coins through completing desired activities. At the end of the competition period a manager spins the wheel–the more tickets you have obtained, the higher probability you have of winning. One competition might be all you need...

Rules of the competition

Contestants: Sales teams based on geography

Period: Monday 09:00 - Friday 17:00

Activity: New meetings booked

Prizes: Team prizes to build team cohesion and culture

Visualization: TV screens in all offices, web dashboard and mobile app

How does it work?

When the rules are set and the competition is created, everyone in the sales team gets a push notification on all devices telling them that they’re invited to compete. Whenever one of the teams books a first-time meeting (F2F & Video) they earn one ticket. As the week goes by, the teams compete and can see progress in the competition at all times.

The best thing about team competitions is the fact that they push each other to surpass the other teams–this builds great culture and creates that team spirit everyone wants in their organization.

Another great part of this competition is the fact that you don’t necessarily need to have the most tickets to win a prize. This ensures that all teams are motivated even if one of the teams had a great start and took a big lead early on.

When the competition is over, all teams gather around the TV screens to watch the spin. A great way to end the week!

PS! Add multiple prizes so that most teams (or every team) gets something. It doesn’t have to be an expensive prize–just something that made the effort worthwhile.

Results - Productivity gain

We analyzed 691 competitions completed with the lottery layout and found out (after removing the top and bottom 10% results) that our customers increased the competition KPI(s) with an average of 26,59%.

Why do these competitions work?

Because they adhere to the 5 principles we talked about earlier–and they are fun! 🙂

  • KISS - Keep it simple, sales \t* Clean look, easy to understand, fun and engaging for the reps/teams
  • Personal incentives matter \t* Different prizes that motivates the entire team
  • Multiple Winners \t* Adding multiple prizes makes everyone motivated - it doesn’t need to be expensive for your organization!
  • A chance of luck \t* 1 meeting is all you need to potentially get away with the best prize
  • KPIs that are entirely up to the reps \t* One focus - Book new meetings

LET’S GET READY TO RUMBLE.

Start your trial today.
See results from your remote teams tomorrow.