The top reps card ranks your team by what they have won in the period. It is the quickest answer to "who is having a good quarter?".
Read it with the activity
Results alone hide the story. Pair the ranking with the Activity Report and the picture gets useful.
| Pattern | What it usually means |
|---|---|
| High activity, high results | Working hard and working well. Find out what they do differently. |
| Low activity, high results | Either excellent accounts, or not recording their work. |
| High activity, low results | Effort going into the wrong conversations. Coachable. |
| Low activity, low results | The one to talk to first. |
The pitfalls
- Patches are not equal. A rep on established accounts and one opening a new area are not comparable.
- One large deal reorders everything. Look at a quarter, not a week.
- Only recorded work counts. A leaderboard rewards recording as much as selling — which is fine, as long as everyone knows that is what it measures.
A LEADERBOARD CHANGES BEHAVIOUR