In short: The teams that get the most from SalesScreen open it every morning, the same way they open their email or dialer. To build that habit, ask each rep to start the day on their own player profile, use your own profile as a manager to follow your team, and give reps small reasons to come back, such as streaks, battles and short missions. Run your team meetings and 1:1s from SalesScreen on screen, make wins visible in the feed and on TV screens, and lead by example. Reps use SalesScreen when their manager visibly does.
Who this is for and when to use it
This guide is for managers and team leads who want their team to use SalesScreen every day, not only at month-end or on the TV screen.
A common challenge with any sales tool is that it ends up on the wall instead of in the daily routine. The numbers are on the office TV and mentioned in the monthly all-hands, but most reps never open the tool themselves. They only hear about their performance in a 1:1 at the end of the month, when it’s too late to change course. SalesScreen helps solve this by giving every rep their own view of where they stand, every day. Use this guide if your team isn’t there yet, or if usage has dropped after launch.
Applies to: Managers. Some suggestions depend on your plan. Battles are included in Pro and Enterprise. Scout AI Insights is included in Scale, Pro and Enterprise.
For the launch itself, see Set Up SalesScreen for Long-Term Success.
Give reps one place to start each day
Reps build a habit faster when there is one obvious place to look. In SalesScreen, that place is the player profile. A rep’s own profile gives them a daily overview:
Ongoing shows their Key Metrics, where they stand in competitions and battles, their progress on achievements and missions, and their coin balance.
Key Metrics shows each metric against target, how the rep compares with the leader in their team, and their rank, for example “5th out of 12 users in your team”.
Ask reps to open their profile at the start of the day, and use it to answer one question: what do I need to focus on today to stay on track? For new reps, the Actions list on the Ongoing tab is a good first step. It prompts them to get the mobile app, set up their personal celebration and create their first mission. Reps who spend much of their day away from a desk can check their profile in the mobile app. See How do I get the SalesScreen mobile app?
Good example: A rep opens their profile and sees on Key Metrics that they are at 22% of their meeting target and 3rd in the team. On Ongoing, they see they are 10 behind on a weekly achievement. They block time for follow-ups.
Bad example: Reps only see their numbers when their manager brings them up at the end of the month.
For managers: start the day from your own profile
As a manager, your own profile is also your starting point for the people you manage. The banner at the top shows Team, Department and Managing. Click any of them to open the profile for your team, your department or the users you manage, and get an overview of where they stand.
On a team profile, Key Metrics shows the top three performers for each metric, and User Breakdown shows how everyone in the team is doing. The Adoption page shows how the team is using SalesScreen, and if your plan includes Scout AI, Insights gives a regular summary of the team’s performance. What you can see depends on your company’s privacy settings.
If your reps use personal dashboards
Some companies have set up a personal dashboard for each rep. If that’s how your team works, a dashboard can be the daily starting point instead. A rep should be able to glance at it and know what to do and when. Keep it to a few widgets with the metrics the rep owns and can act on. The more widgets you add, the harder it is for reps to see which KPIs they should focus on, and what the company’s focus metric is right now. See How should I use Dashboards in SalesScreen? and How do I create and manage dashboards?
Good example: The dashboard has 4–5 widgets. In under 30 seconds, the rep knows they’re at 70% of their meeting target, have 8 opportunities with 3 in the proposal stage, and are 4th in the competition, 2 deals behind 3rd place.
Bad example: The dashboard shows data from every team and metrics the rep doesn’t own. It takes too long to find anything relevant, and the rep stops opening it.
Give reps small reasons to come back every day
Monthly targets and long competitions matter, but they don’t change much from one day to the next. Short, personal goals give reps a reason to check in today:
Achievement streaks reward consistency. A streak builds when a rep unlocks the same achievement several periods in a row, and My Progress on the Achievements page shows how much time is left in the current period. See How do Achievement Streaks work in SalesScreen? and How should I use Achievements in SalesScreen?
Battles are 1-vs-1 challenges on a single metric, and the lightest way to create a contest. Reps can challenge each other, and managers can set them up for their team. See How should I use Battles in SalesScreen? and How can I start a Battle in SalesScreen?
Short missions for today or this week turn a focus area into something reps can track and complete. See How should I use Missions in SalesScreen?
Endorsements let colleagues recognise each other’s work, so recognition doesn’t depend only on the manager. See How do I send an endorsement to a colleague in SalesScreen?
You don’t need all of them. Pick the one or two that suit your team and keep them running, so there is always something to check.
Good example: Two reps challenge each other to a battle on meetings booked this week, and both check their standing every morning.
Bad example: The only thing running is a quarter-long competition where the gap to the leader barely changes from one day to the next, so there’s nothing new to look at.
Run team meetings from SalesScreen
When the weekly team meeting runs on the live numbers in SalesScreen, reps learn that this is where performance is discussed. Share your team’s profile on screen and use Key Metrics and User Breakdown to review last week, celebrate who hit their goals or improved, check whether the pipeline is enough to reach the period’s target, and agree on one focus for the coming week. Finish with the standings in any active competition. To pick the right format, see Which SalesScreen competition should I create?
Good example: The manager shares the team’s profile on a video call, celebrates two reps who beat their targets and shows the pipeline. Then they say: “We’re light on new opportunities. This week, let’s all focus on prospecting. We have a competition running on new opportunities created, and here’s where we stand.” The team leaves clear on priorities.
Bad example: The manager talks about last month’s results from memory, shows no data and tells the team to keep doing what they’re doing. The team has no clear focus and no reason to check their numbers themselves.
Start 1:1s from the rep’s profile
Opening the rep’s profile together keeps the conversation specific. Start with what went well on Key Metrics, pick one area to improve, and agree on a goal you will both check in SalesScreen before the next 1:1. If your plan includes Scout AI, the Insights tab gives a regular summary of the rep’s performance with suggested next steps, which is a useful starting point for the conversation.
To make the goal more motivating, turn it into a mission. See How do I create a mission in SalesScreen? You can also add coins to support it. See How do I boost a mission in SalesScreen?
Let the rep lead: “What do you see here? What do you want to work on?” Reps who read their own numbers are more likely to check them between meetings.
Good example: The rep hit 110% of their call target, but meetings are at 60%. Manager and rep agree to focus on better qualification and set a mission to book four qualified meetings this week.
Bad example: The manager gives 30 minutes of general advice with no data, no specific focus and no way to follow up.
Make wins visible every day
Recognition is what turns a performance tool into something people want to open. The feed shows the team’s wins as they happen, and celebrations put them on screen. Comment on and react to wins in the feed, encourage reps to endorse each other, and mention wins in huddles. When a rep sees a teammate recognised, it gives them a reason to check in.
Celebrate what matters, not everything. If every call triggers a celebration, the screens get noisy and the celebrations stop meaning anything. Ask your admin to keep celebrations on for the activities and achievements you want to highlight, such as a meeting booked or a deal closed, and off for frequent ones like calls. Check that each TV screen shows celebrations for the right teams. See How do I create or edit an activity? and How can I create a new Achievement?
Ask reps to set up their own celebration video. A personal celebration makes the moment their own, and reps engage more with something they’ve chosen themselves. New reps will find Create celebration on their Ongoing tab. See How do I manage my Celebrations?
Good example: Celebrations are on for meetings booked and deals closed, and off for calls. When someone closes a big deal, their own video plays on the office screen and the team reacts. The manager comments in the feed the same day.
Bad example: Every call triggers a popup, so the screen never stops and nobody looks up. Or celebrations are off entirely, and wins go unnoticed.
Lead by example and follow up on usage
Reps take their cue from their manager. If you refer to SalesScreen in every meeting, comment in the feed and ask “what does your profile say?”, the habit spreads. If you also keep a separate spreadsheet, reps conclude that the spreadsheet is where the real numbers are, and the habit never forms.
Check regularly who is engaging, and talk to reps who have stopped. The Adoption page on your team’s profile shows how your team is using SalesScreen. On the Achievements page, you can also filter by Users managed by me or My Team to see recent unlocks and active streaks. See How do I see achievement activity for my team or company?
Good example: The manager sees on the Adoption page that two reps haven’t been active for a week and asks them what is getting in the way.
Bad example: The manager asks the team to check their numbers more often but changes nothing about how meetings are run.
Examples
Example: Your team only sees the numbers on the TV
The screen is in the office, but reps don’t open SalesScreen at their desk, and they hear about their performance at the end of the month. Start running the weekly team meeting from your team’s profile, and open every 1:1 from the rep’s profile. That gives reps a reason to check their numbers before you ask.
Example: A rep is falling behind mid-month
In the 1:1, open the rep’s Key Metrics together, agree on the one metric that matters most for the rest of the month, and set it up as a mission so progress is visible every day.
Example: Usage dropped after a strong launch
Check the Adoption page on your team’s profile to see who has stopped engaging, then look at what changed. Common causes are that meetings went back to spreadsheets or memory, competitions ended without new ones, or the metrics reps see no longer reflect what they’re measured on. A short battle or a weekly mission can give the team something new to follow while you fix the underlying cause.
Common problems
A rep can’t see a metric on their profile
The Key Metrics tab only shows metrics that have a target. Set a target for the metric, or ask your admin to. See How do I set targets for myself and others in SalesScreen?
A rep’s activity doesn’t show in the feed
If a rep can’t see their wins, they lose one of the main reasons to check in. See Why isn’t my activity showing in the feed?
Celebrations aren’t showing
Whether a celebration appears depends on how your account is set up. A report is only celebrated if it’s large enough to show in the feed. Your admin can also check whether the activity or achievement is set to celebrate, and which teams each TV screen shows celebrations for. A rep may also have muted celebrations in their browser, or chosen to hide their reports from screens in their privacy settings. That choice applies to that rep only. See Why are celebrations not showing on my TV screen?
Reps say the numbers in SalesScreen don’t match the CRM
When reps see different numbers in different places, they stop trusting any of them. Keep SalesScreen as the one place your team looks for performance numbers. If the numbers differ, don’t work around it with a separate spreadsheet. Ask your admin to check the data connection, or contact support in the chat.
The same few reps are always at the top, and others stop looking
Leaderboards on outcome metrics can make it feel pointless for the rest of the team. Recognise improvement as well as first place, use competitions on activity metrics everyone can influence, and use battles so reps can compete against someone at their own level. See Running Competitions That Drive the Right Behaviour.
Get help applying this
For help with strategy and getting more value from SalesScreen, reach out to your Customer Success Manager, or contact us in the chat if you don’t have one. For smaller fixes and questions, contact support in the chat.