The holidays are your team’s Super Bowl, but only if they show up ready to play.
As a leader, you’re not just cheering from the sidelines. You’re coaching a team full of different personalities, motivations, and schedules during the busiest (and most profitable) time of the year. So how do you rally them to hit their goals without sounding like a holiday drill sergeant?
You make it fun, simple, and strategic, with a team holiday sales challenge that actually works.
Let’s build one together.
Want to listen instead of read? I GOT YOU! ⬇️
Why Run a Holiday Sales Challenge?
Sales challenges are more than a rah-rah motivational moment. Done right, they:
- Create a shared sense of purpose and momentum
- Increase product knowledge and confidence
- Encourage friendly competition and peer-to-peer support
- Generate real-time sales results
- Build habits that carry into January and beyond
And during the holidays, when urgency, customer demand, and emotions are high, your team is primed to rise to the occasion. They just need a little structure (and sparkle).
How to Build a Holiday Sales Challenge Your Team Will Love
Let’s walk through the steps to create your own high-impact challenge.
Pick a Focus That Aligns with Results
Start by deciding what you want to actually move the needle on. Some ideas:
- Total sales volume
- Number of customer orders
- Hosting parties or events
- Booking future events or parties
- Upselling gift bundles or holiday specials
- Adding customers to your VIP email or text list
Pro Tip: Choose just one or two focus areas. Too many = overwhelm.
Set the Time Frame
Keep it short and punchy. Aim for:
- 7 days for a flash push
- 10–14 days for a medium challenge
- 21–30 days for a full holiday season effort
If you’re building this into your larger holiday strategy, use shorter sprints throughout Q4 to maintain momentum.
Create a Points System
Simple = better. You want reps to want to track their progress. Example point values:
- 1 point per order
- 2 points per booked party
- 3 points for sales over $100
- 1 bonus point for using a holiday-themed script or social post
- 5 points for recruiting a new team member
Provide a simple tracker (Google Sheets, Trello, even pen and paper). You can even create a daily check-in thread or post in your team group.
Add a Fun Theme
It’s the holidays! Wrap your challenge in festive vibes. Think:
- “12 Days of Salesmas”
- “Jingle Bell Rock Your Sales”
- “Wrap It Up and Cash It In”
- “Naughty or Nice – Who’s Hitting Their Goals?”
Have some fun with the language. The more playful and creative, the more memorable (and shareable) it becomes.
Offer Prizes or Recognition
You don’t need to break the bank. Most reps are more motivated by recognition than expensive gifts.
Try:
- Shoutouts in the team group or monthly Zoom
- A custom graphic or badge
- A small prize (Starbucks card, product sample, Amazon gift card)
- Exclusive training access
- A 1:1 coaching session with you
If budget allows, offer a “grand prize” plus mini daily or weekly incentives to keep energy high.
Considerations for Direct & Social Selling Teams
You know your team best. Before you launch, think about:
- Where they’re working: Some are in-person sellers, some are online-only. Include action items that work across platforms.
- Experience level: Seasoned sellers love a stretch goal. Newer reps may need smaller wins and more hand-holding.
- Available time: This season is full. Build a challenge that fits their lives, not one that burns them out.
- Daily visibility: Encourage reps to post wins in your team chat or tag you in their posts. Visibility = accountability.
You can even use AI tools like ChatGPT to generate daily prompts or scripts they can personalize and post in 60 seconds or less.
Sample 7-Day Team Challenge Template
Here’s a plug-and-play option you can customize for your team:
“The 7 Days of Holiday Hustle”
| Day | Challenge |
|---|---|
| 1 | Sell 3 stocking stuffers and share your post in Stories |
| 2 | Send 5 reorder reminder messages to past customers |
| 3 | Go live with a gift set demo (or post a product video) |
| 4 | Get 1 party or event on the books for January |
| 5 | Post a “last shipping day” countdown to drive urgency |
| 6 | Offer a personal shopping hour via Zoom or Messenger |
| 7 | Sell $100 in 1 day (upsell, bundle, share!) |
You can keep score by points, daily participation, or total sales. Make it your own!
Keep the Energy Up
Don’t just announce your challenge and ghost the group. Your job as the leader is to coach, not just cheerlead.
- Post a daily check-in thread
- Share your own results
- Spotlight team members crushing it
- Offer encouragement to those falling behind
- Celebrate every small win
Remember, energy is contagious. If you’re having fun, they will too.
After the Challenge: Debrief + Build Momentum
Once it’s over, gather your team:
- Celebrate wins (big and small)
- Highlight strategies that worked
- Ask for feedback
- Invite them to set January goals
- Recognize your top challengers in your group, newsletter, or Zoom
Use the post-challenge energy to launch the next season. Because when your team sees results, they’ll want to keep going.
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