Walk into any restaurant running a sales contest and you can feel the energy.

Servers are pushing a new appetizer, bartenders are competing on cocktail sales, and managers are watching the leaderboard climb. Contests work, they drive focus, boost engagement, and deliver measurable sales lifts.

But here’s the thing: contests are only as effective as the data behind them. If managers can’t see performance in real time, contests become another manual task,  tracked in spreadsheets, tallied at the end of the shift, and celebrated long after the moment has passed.

That’s why the most successful multi-unit operators don’t just run contests. They build their culture on five core KPIs that drive contests, coaching, and decision-making across every location. And they don’t wait for spreadsheets to tell the story, they see it live.

Here are the five KPIs every multi-unit restaurant should track to power contests, boost performance, and run smarter operations.

1. Sales Per Labor Hour (SPLH)

Every sales contest should be backed by profitability. SPLH connects staffing efficiency with sales output, making sure contests are not only fun but also financially smart.

With real-time SPLH, managers know when contests are lifting sales enough to cover labor costs, and when to pivot.

2. Average Check (PPA)

Upselling is a natural fit for contests, and PPA is the metric that shows whether guests are saying yes. Tracking average check in real time reveals which servers are driving higher spend per guest and how contests impact behavior on the floor.

Instead of waiting for end-of-week reports, managers can reward top performers mid-shift and keep the momentum alive.

3. Labor % of Sales

Contests are great for boosting topline sales, but operators know the bottom line matters just as much. Real-time labor % keeps contests grounded, ensuring labor costs stay in line with the revenue being generated.

It’s the balance between sales excitement and operational discipline.

4. Menu Item Performance

Most contests are tied to featured menu items, a seasonal cocktail, a limited-time appetizer, or a high-margin dessert. Tracking item-level sales shows whether the contest is truly moving the needle.

Operators can quickly see which markets are embracing a new item, where extra coaching is needed, or whether the promo should be extended.

5. Employee-Level Performance

Contests shine a spotlight on individual effort. But outside of contests, employee-level KPIs are just as powerful. They reveal who consistently drives sales, who thrives under pressure, and who may need coaching.

With real-time dashboards, managers don’t have to guess. They can celebrate wins on the floor and coach in the moment, building a culture where performance is visible and valued.

From Contests to Culture

Sales contests are the spark, they bring energy to the floor and motivate staff in the short term. But the real magic happens when contests are connected to a broader culture of visibility.

By tracking these five KPIs in real time, operators don’t just run contests, they run businesses where every shift is an opportunity to coach, celebrate, and optimize.

And that’s where spreadsheets fall flat. They capture the past. Axial Shift captures the present.

The Bottom Line

Contests may get the spotlight, but KPIs are the foundation. Together, they create a system where staff are motivated, managers are empowered, and operators have the clarity to make smarter decisions across every unit.

With Axial Shift, contests aren’t just fun, they’re strategic. And KPIs aren’t just numbers, they’re the heartbeat of your business.

See How Axial Powers KPIs and Contests