ArtsAutosBooksBusinessEducationEntertainmentFamilyFashionFoodGamesGenderHealthHolidaysHomeHubPagesPersonal FinancePetsPoliticsReligionSportsTechnologyTravel

Design Ideas for Sales Contests and Spiffs

Updated on October 25, 2015

Design Ideas For Sales Contests & Sales Spiffs

Sales Contests can be a terrific way to motivate your sales teams, improve morale and drive short term lifts in sales performance. This article will provide Sales Leaders an overview of the three components to consider when designing effective sales contests.

Have you ever participated in a contest, but had no idea who was winning or if you were in the lead? Have you ever implemented a contest, but found that you could not measure the results? Do your sales reps often have to wait several weeks before a contest winner is announced?

If you answered yes to any of these questions, your sales contests are likely not motivating your reps or driving changes in sales performance. Just like designing a sales compensation plan requires some time and analysis, an effective sales contest has several design principles.

Most contests or spiffs are made up of three components:

  1. A Sales Driver
  2. Measurement To Win
  3. A Prize

The right combination of the three depends on your company, your product, the complexity of sale and other differentiating factors. Most sales leaders recommend keeping the design as simple as possible, so Reps can understand, measure and drive their own performance against the contest criteria.

Increase Sales Dollars With Sales Spiffs!
Increase Sales Dollars With Sales Spiffs!

Sales Spiff Drivers

A "Sales Driver" in a contest is something that you want to influence because you believe it will help you to achieve your organizational goals. Contest sales drivers can be either quantitative or qualitative. Most managers choose quantitative since they’re the easiest to track. Here's a list of popular sales contest drivers:

  • Sales Dollars, Revenue Dollars, Sales/Revenue For Target Products, Attainment of Quota, Average Order Size, New Business- Renewals-Winbacks, Pipeline Built, Quotes/Proposals Sent, Quote/Proposal Close Rate, Telephone Calls, Face To Face Visits, Decision Maker Contacts, Voicemails Returned/Inbound Calls, Phone Time
  • You may also want to tie your contest to sales behaviors. For example: Listening for sales reps using sales scripting or voicemail messages that you’ve coached them to use. Sales behaviors do drive sales, but are harder to track and measure. (There may also be some legal considerations if you need to listen to calls, to monitor the desired behaviors.)

Tips On Sales Compensation Performance Mgmt

Contest Measurement Ideas

Once you’ve chosen your sales driver, you need to add in the measurement, time frame and determine how winners will be chosen. Here's a list of popular contest measurements.

  • First, Most or Highest
  • Most improved or biggest gains in specific period, ex. day over day, week over week
  • Best team performance
  • Most team members achieving drivers (ex. 70% of team, versus 30% of team)

Whatever you choose must be easy to explain, track and report on.

Sales Contest Prizes

When determining the size or value of your contest prize, in addition to your budget, you need to consider the prize size in comparison to the sales reps’ existing incentive or commission plan, as well as the contest return on investment (ROI).

If Reps have a very lucrative commission plan outside of the contest, the prize for your contest will need to be lucrative enough in comparison to drive any results.

For example, if my monthly incentive target is $10,000 and is tied to hitting my sales dollar quota, if you run a contest tied to the best voicemail messages and the prize is only $100 or a company golf shirt, I will probably not participate. It would be in my best interest to focus on driving sales toward my $10,000 payout. On the flipside, if the contest prize is too lucrative, I may stop focusing on my core responsibilities and just try to win the contest prize.

You should also consider the ROI for sales contests. If you plan to distribute an extra $10,000 in contest prizes, what incremental lift do you expect? Get together with your Finance partner and play around with some models to determine expected results. Then, after you run your contest, compare the results to the model and see how you fared. These learnings can be used next time you design and implement a contest.

Sales Incentive Ideas

Plan The Communication... Implement.. Announce Winners

Once you have chosen your sales driver(s), measurements and prizes you are almost ready to implement. First, devise your communication plan.

This is your plan for announcing and providing ongoing updates to your sales team members about the contest or spiff. I recommend mixing a variety of mediums such as email, voicemail and old fashioned signage around the office. You want the contest and the rankings to be front of mind.

And, when the contest ends, you need to swiftly announce the winners of the contest. How quickly? As soon as possible.. as soon as you have 100% accurate results.

Good luck with your sales spiffs and contests!!

Author Marci Reynolds, 2009/2011/2015, All Rights Reserved

Sales Contest Articles

Motivating With Sales Contests
Motivating With Sales Contests


    0 of 8192 characters used
    Post Comment

    • profile image

      Paul Jordan 

      4 years ago

      I encourage You to read about Organization’s success and the employee engagement level. Great intro article to better sales force motivation using sales contest

      There is open beta singup right know

    • Mitch Alan profile image

      Mitch Alan 

      8 years ago from South Jersey

      Great ideas...and as important...well presented.

    • profile image


      9 years ago

      Great ideas from a great writer.


    This website uses cookies

    As a user in the EEA, your approval is needed on a few things. To provide a better website experience, uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

    For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at:

    Show Details
    HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
    LoginThis is necessary to sign in to the HubPages Service.
    Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
    AkismetThis is used to detect comment spam. (Privacy Policy)
    HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
    HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
    Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
    CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
    Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the or domains, for performance and efficiency reasons. (Privacy Policy)
    Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
    Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
    Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
    Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
    Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
    VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
    PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
    Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
    MavenThis supports the Maven widget and search functionality. (Privacy Policy)
    Google AdSenseThis is an ad network. (Privacy Policy)
    Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
    Index ExchangeThis is an ad network. (Privacy Policy)
    SovrnThis is an ad network. (Privacy Policy)
    Facebook AdsThis is an ad network. (Privacy Policy)
    Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
    AppNexusThis is an ad network. (Privacy Policy)
    OpenxThis is an ad network. (Privacy Policy)
    Rubicon ProjectThis is an ad network. (Privacy Policy)
    TripleLiftThis is an ad network. (Privacy Policy)
    Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
    Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
    Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
    Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
    ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
    Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)