Get your team doing the hard things, not the easy ones
Every sales floor has the same problem: the activities that actually change a number are the ones reps postpone. Sales Bingo turns those twenty-five behaviours into a card — run it monthly or quarterly — and you cannot win it by doing the comfortable five over and over.
Your number is on a dashboard. Your reps' Tuesday morning isn't.
Revenue is a lagging indicator. By the time it moves, the behaviour that moved it happened weeks ago — and a rep who is behind does more of whatever feels safest.
What a rep does when the quarter gets tight
- Works the deal that is already warm, again
- Calls the buyer who always picks up
- Discounts to pull a close forward a week
- Leaves the dormant accounts for "next month"
- Never asks for the meeting two levels up
- Sells the one product they know cold
What the same rep does with a card
- Reopens a dormant account, because it is a square
- Books the director meeting to finish a line
- Creates the cross-sell they kept skipping
- Chases the new logo instead of the safe renewal
- Gets the referral asked for, not assumed
- Still closes the warm deal — that is a square too
Nothing here is new work. It is the work your best rep already does, made visible and countable for everyone else.
A bonus pays for one behaviour. A line pays for five.
Put $500 on new logos and you get new logos — and nothing else, from whoever was closest to one anyway. The card is a different instrument.
Breadth is the whole point
A square is worth 1 point. A line — any row, column or diagonal — is worth 5. So the cheapest way to score is never to repeat what you are good at. It is to go and do the four things next to it.
That is a forcing function you cannot buy with commission. It makes the unloved activity the rational choice, not the virtuous one.
One square is the keystone ♛ — the big one you set yourself, usually a deal over a threshold. Lines can be won without it. The full card never can, so the hard thing stays live all season.
Four easy wins score 4. The fifth square — the one nobody volunteers for — is worth 6, because it closes the line. Suddenly it is the most valuable hour of the rep's week.
After a month, the empty squares are your coaching plan
Stack every rep's card on top of each other and look at what is still empty. That is not a scoreboard any more. That is a diagnosis of your sales floor, and you did not have to run a single survey to get it.
Three cold squares tell you more than a QBR
Nobody is booking the senior meeting. Nobody is reopening dormant accounts. Nobody is asking for the referral. You are not guessing at that — twenty-five people declined to do it and you can see exactly which twenty-five.
Now the coaching is specific. Not "we need more pipeline" but "on Thursday we are all going to practise asking for the meeting two levels up, because none of us has done it since June."
And a square that stays cold across the entire floor for a whole season is telling you something else: it is the wrong square, or it is genuinely too hard. Next season you rewrite it. The card gets better because the floor taught you what to change.
What is one more of the hard thing worth?
We are not going to quote you a percentage uplift from somebody else's sales floor. Put your own numbers in and decide for yourself.
These are your numbers, not our promise. Software cannot make anybody pick up the phone. What it can do is make the call that nobody wants to make worth six points instead of one — and put it on a board the whole floor can see.
Priced per rep, and honest about it
Start free. Pay only when the floor grows past ten. A seat is an active rep — deactivate a leaver and it frees up the same day.
Before you ask
Is this monthly or quarterly?
Whichever you want — you set the start and end dates yourself, and the twenty-five goals belong to that period. A month is the common choice for a fast, high-volume floor; a quarter suits a long, technical sale where a single deal can take twelve weeks. Nothing in the scoring cares which you pick. When one period ends you close it, and the next one starts with a fresh card and goals you can rewrite in the light of what the last one told you.
Will my reps just game it?
They will try, which is why nothing scores until a named controller in that market verifies it against a client name, a deal code and a value. A square with no evidence behind it is rejected, and the player sees why. Controllers only see their own market; central admins see everything.
Does it need to connect to our CRM?
No, and that is deliberate. Reps self-report and paste the reference; your controller checks it against the export they already have. It means you can run a pilot this month instead of waiting two quarters for an integration. If the pilot proves out, integration can come later.
Is this performance management?
No. It is recognition, and it is built to stay that way: credits live in their own ledger, there is no export into HR or payroll, and the data is a fixed-term campaign record you can purge at the end of the season. Position it as a game and it works as one.
What about our client and deal data?
Client names, deal codes and values are encrypted at rest with AES-256-GCM and only ever decrypted for a controller or an admin — never for another rep, and never on a leaderboard. Everything sits behind sign-in, every endpoint checks authorisation, and role changes take effect on the next click rather than when a token expires.
Can teams play instead of individuals?
Yes. A team of up to five shares one card, and its score is the card divided by the number of members — so five people cannot out-rank one person just by being five. Line-ups lock for the season on launch day.
What if a square does not make sense for everyone?
Give it a wording variant per solution area. Same position, same points, same difficulty — different words for the discipline reading it. Lines and fairness are identical for everyone; only the sentence changes.
Let's talk about your floor
Tenant SSO, custom reward workflows, data residency and a security review. Tell us the shape of it and we will come back with a number.
The card is the product, and it is yours
Same mechanics, same scoring, same fairness. Only the twenty-five sentences change — and you write them, in an afternoon, with no developer.
Industrial
- Get a product written into a customer spec
- Run a line trial on site
- Displace a competitor on one line
- Qualify a product on a new substrate
- ♛ Annual volume agreement above 250k
Online marketing
- Deliver a free account audit
- Grow a client's media budget by 20%
- Add a second channel to an existing client
- Publish a client case study
- ♛ 12-month retainer above 60k
Car dealership
- Book a test drive
- Attach finance and a service plan
- Move a car that has sat over 90 days
- Sell a second car into the same household
- ♛ Fleet order above 90k
It starts on a Tuesday morning
Write the twenty-five things you wish everyone did. Run it for a month or a quarter — you set the dates. The card will tell you which of them your floor was avoiding.