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Glossary Terms

Compass - The Only Sales Glossary You Need

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Sales Leaderboard

Sales leaderboards are a tool businesses use to gain visibility into the sales team's performance and provide an accurate way to compare their performances.

What is a sales leaderboard?

A sales leaderboard is a tool used by businesses to track and rank the performance of their sales team.  

It typically displays the names of the salespeople and their sales figures, such as total revenue generated, number of deals closed, or units sold. 

Sales leaderboards are used to motivate and encourage salespeople to achieve higher levels of performance.  

By displaying the top performers in a visible and public manner, the leaderboard can serve as a source of competition and inspiration for others on the team.  

Leaderboards can also help sales managers identify top performers and identify areas for improvement among underperforming team members.

What is the difference between sales leaderboard and sales dashboard?

A sales leaderboard is a tool that ranks sales team members based on their performance, typically by the amount of sales they have generated. It is often used as a way to motivate and encourage competition among salespeople.  

A sales dashboard, on the other hand, is a visual representation of key performance indicators (KPIs) and other relevant data for a sales team or organization. It is designed to provide a quick and easy way to track and analyze the performance of the sales team, as well as identify trends and areas for improvement.

While a sales leaderboard may be included as a component of a sales dashboard, it is generally just one part of a broader set of data and metrics that are tracked and presented in the dashboard.  

What are some great sales leaderboard ideas?

Here are a few ideas for setting up a sales leaderboard:

  • Track total revenue generated: This is a simple and effective way to measure the success of your sales team. By tracking the total amount of revenue each salesperson generates, you can see who is bringing in the most business for the company.
  • Track number of deals closed: This metric can be a good way to measure the productivity of your sales team. By tracking the number of deals each salesperson closes, you can see who is most effective at converting leads into customers.
  • Track units sold: If your business sells physical products, tracking the number of units sold can be a good way to measure the success of your sales team. This metric can be particularly useful for businesses with a high volume of sales.
  • Track the value of deals closed: In addition to tracking the number of deals closed, you may also want to track the value of those deals. This can help you see which salespeople are closing larger deals and generating more revenue for the company.
  • Customize the leaderboard to fit your business needs: The metrics you track on your sales leaderboard should be tailored to fit the specific needs of your business. Identify the key performance indicators that are most important to your company and use those to create your leaderboard.

What are the benefits of a sales leaderboard?

A sales leaderboard provides several advantages for both sales teams and managers:

  • Boosts motivation: By showcasing top performers, a sales leaderboard encourages healthy competition and inspires reps to push for better results.
  • Drives accountability: Public performance tracking ensures team members stay aligned with their goals and company expectations.
  • Improves visibility: Sales managers can quickly identify high achievers and those who may need coaching or support.
  • Promotes collaboration: Leaderboards can foster teamwork by encouraging reps to share strategies and celebrate each other's wins.
  • Enhances customer experience: When metrics include customer satisfaction, sales leaderboard software can motivate reps to deliver exceptional service.

Compass is the best sales leaderboard software with game-like elements, rewards, recognition, communication, and analytics capabilities. It enables you to engage and turbocharge your revenue-driving teams. You can easily connect Compass to your CRM, HCM, ERP, or everyday work tools.

What are best practices for using a sales leaderboard?

To get the most out of your sales leaderboard software, follow these best practices:

  • Define performance metrics clearly: Set transparent criteria such as revenue, deals closed, or customer feedback to rank reps fairly.
  • Align on purpose and goals: Ensure the team understands how the leaderboard supports broader sales objectives.
  • Use it to inspire, not penalize: Keep the focus on motivation and growth rather than punishment.
  • Keep it updated: Regularly refresh the leaderboard with accurate data using automation to maintain fairness and engagement.
  • Integrate it into performance management: Combine leaderboard insights with coaching and feedback for a well-rounded development approach.

What makes a good sales leaderboard?

A good sales leaderboard goes beyond just ranking reps—it drives performance and engagement by focusing on the right elements:

  • Relevant and clear metrics: Use KPIs that reflect actual success, such as closed deals, revenue generated, or customer satisfaction scores.
  • Real-time updates: A good sales leaderboard should provide current standings. Sales leaderboard software with automation ensures accuracy and timeliness.
  • Customizable views: Allow filtering by region, team, or role to keep rankings relevant for different users.
  • Balanced visibility: Highlight top performers while also showcasing rising stars or personal bests to encourage broad participation.
  • Gamification elements: Integrate badges, levels, or incentives to make the experience more engaging.
  • Fairness and transparency: Ensure all team members understand how scores are calculated and displayed.

Based on the responses, employees can be placed in three different categories:

  • Promoters
    Employees who have responded positively or agreed.
  • Detractors
    Employees who have reacted negatively or disagreed.
  • Passives
    Employees who have stayed neutral with their responses.

How to build a sales leaderboard?

Creating an effective sales leaderboard involves thoughtful planning and the right tools. Here’s how to build one that motivates and performs:

  • Choose the right metrics: Identify key sales performance indicators that align with your business goals.
  • Select reliable sales leaderboard software: Look for platforms that offer real-time tracking, integration with your CRM, and customization features.
  • Set clear rules and eligibility: Define who can appear on the leaderboard and how points or ranks are assigned.
  • Design for clarity: Use visuals that are easy to understand and update, such as charts or progress bars.
  • Automate data collection: Integrate your leaderboard with sales tools to eliminate manual data entry and reduce errors.
  • Communicate the purpose: Let your team know why the leaderboard exists and how it benefits them.
  • Review and refine regularly: Continuously analyze the leaderboard’s impact and adjust metrics or visuals as needed to keep it effective and fair.

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