Healthy Competition On and Off the Ice

“Competition is a central component of U.S. Figure Skating's development platform for skaters of all levels, whether they're looking to advance in the qualifying pipeline or simply hone their skills. By engaging with peers in a competitive environment, skaters develop lifelong skills like resilience, competitive spirit, and cooperation, which hold value both on the ice and off.”

usfigureskating.org

Someone recently asked me for a recommendation on tools to use to create healthy competition among their team. I had to immediately think of the various sales competitions that I was a part of. The joy of comparing scores, the unexpected winners, the bragging rights, the prizes that stuck with people for years, and the stories we were able to tell as a result.

Gloveworx's description reflects this: “Healthy competition is the epitome of team spirit and being a contributing member of a tribe. Someone who partakes in healthy competition wants to succeed but also derives joy from seeing others succeed. Their competitive spirit stems from a growth mindset, and is used in a positive way to help their team (and themselves) reach their goals.”

Where there is one, there has to be the opposite as well: Unhealthy competition.

Unhealthy competition is based on:

-        Scarcity: 10 salespeople compete for 5 deals, this comes with the fear that as I compete, there will be nothing left for me.

-        Getting validation and attention: When competition is motivated by a desire to get attention and validation from others, it’s ultimately coming from a place of insecurity and self-doubt. It is narrowly self-focused and ignores the broader team or community.

-     Focus on others: Competition becomes unhealthy when we focus on the other person rather than ourselves. Instead of appreciating the fact that we that little bit stronger, faster, or fitter, we beat ourselves up because we are not as strong, fast, or fit as our competition.

-        Diminishing others: Orientation towards tearing others down. This ill will and destructive activity not only hurts others but also eats at the core of the person or entity dolling it out.

-        Winning at all cost: With the emphasis on the outcome (the win), the process and journey loses. This leads to bad decisions and unethical behaviors.

What makes competition healthy? It is a competition that…

… encourages us to work harder, push beyond perceived barriers, and strive to be our best. It motivates us, giving us a tangible target to set our sights on. 

… teaches us how it feels to lose. Losing gracefully is an important skill that only comes with experience. 

… focuses on the journey, not the destination. Think beyond winning and losing and look instead at the hard work put in to get you to that destination. 

… challenges us to set new goals.

… makes us revel in the success of others. It feeds into the idea of diversity and inclusion, as well as leveling the playing field. 

… stops us from comparing ourselves to others. We can only control ourselves, not others. 

… allows us to maintain healthy competition with ourselves. This will encourage us to improve and reach our goals continually. Focus on progress, not perfection.  

Over the years, I have enjoyed the competition within teams that I was a part of. Allow me to share what I think of as best practices to create healthy competition within a sales team, using sales contests and other tools:

-        Structure it around a stretch goal. It is not a competition if the outcome is guaranteed, foreseeable, and reflective of the norm. Don’t be afraid to raise the quota!

-        Structure it so that every member of the team is included: If based on the nature of your sales process, it is not possible to include everyone in the same contest, differentiate. Or if your team has a global footprint, make sure everyone feels included and equally rewarded (a reward worth $1,000 has a different value for someone based in Europe, India, or China.

-        Structure it so that any member of the team can win: For a team diverse in quota, territory, or product, you can use % over plan, instead of absolute dollars.

-        Make winning and the price meaningful and memorable: Money added to the paycheck is appreciated and easily forgotten. A few years ago, when they were new, we used Apple Watches as rewards. They were shown off and talked about at every meeting.

-        Make the launch, the journey, and the result transparent, share standings, and the outcome regularly and often, and have a leaderboard visible to everyone.

-        Mix business-related competitions (targeting more sales) with fun (brain teaser or scavenger hunt)

-        Structure it around improvement, maybe have a competition where everyone competes with themselves, their personal best, or the last period.

-        Mix individual and team competitions

-        Mix activity- and result-based objectives: Yes, ultimately, it is about results. But if you need to focus on the top of the funnel, it may have to be about the number of calls.

Jeremy Boudinet’s article provides some creative ideas for your next sales contest.

Talk to us if you want to learn how interim and fractional sales leaders can help.

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Skybound – Unhealthy and Healthy Competition

Gloveworx – Healthy vs. Unhealthy Competition

Jeremy Boudinet – 30 Sales Contest Ideas and Incentives to Motivate Your Sales Floor

 Photo by author