CRM Reporting
Comparing reps
The top reps card, what it ranks on, and how to use a leaderboard without doing damage.
Last updated September 2, 2026
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
Publish one and people will optimise for it — closing small deals early, or logging generously. Use it to start conversations, not as a substitute for having them.