Are Sales Contests Gone for Good?

One of the things I remember most vividly from my time as a sales professional was the excitement and buzz that would fill the office when a sales contest was announced.

The structure was normally something like this: For each quarter of the year, if you hit a certain quota above your normal number of sales and the team performed above average overall, then the company would invite you on a trip to a resort destination — all expenses paid with spouses and plus-ones welcome.

It usually shaped up to be a large group, and I remember those trips fondly as times when coworkers became great friends.

The trip was a great way to toast to each other's success, and that of the company, while relaxing and having fun. But in many ways, the best part was the road map getting there – the anticipation when you were just one contract away from contest levels or when the office is lagging behind, so you're cheering on your coworkers and supporting them as they strive to make their contest numbers, too.

When business was hard, sales contests brought levity. They brought people and excitement into the office and strengthened relationships. We were a fun crowd to be around, and our clients felt that, too.

So why isn't anyone doing sales contests anymore?

For one thing, agents today work more independently. They operate from home, via mobile, and on their own terms. Offices are physically smaller and no longer function as the social centers and training hubs that they once were —at least not to the same extent.