Do's and Don'ts of Using a Leaderboard for Your Sales Team

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Do's and Don'ts of Using a Leaderboard for Your Sales Team

Imagine being in a race where not just the speed, but the style of running matters. In the world of sales, leaderboards are somewhat like scoreboards that keep track of how well team members are doing. But lately, the rules of the game are changing a bit. Now, it's not just about who makes the most sales, but who does it in the most effective way.

Sales leaderboards can be really helpful in motivating team members to do their best. But, it's also important that they don't end up making anyone feel stressed or unhappy. So, if you are someone who helps manage a sales team, it's really important to know the best ways to use these leaderboards.

In this blog post, we're going to explore some smart advice from experts like Brandon Fluharty, Nate Nasralla, and Orrin Webb. They've shared some really cool thoughts on how to make the most of sales leaderboards. We'll take their advice and share some top tips on the do's and don'ts of using a leaderboard for your sales team.

So, come along as we uncover ways to make leaderboards a fun and encouraging tool for everyone on the team, helping each other grow and succeed together!

The Evolving Landscape of Sales Leaderboards

From Activity to Impact

So, what’s the buzz about changing views on sales leaderboards? Well, let's start with a pearl of wisdom from Brandon Fluharty, a savvy sales coach. He's noticed something kind of fascinating — the sellers who are really knocking it out of the park aren't always the ones bustling about with tons of activities. Instead, they're the folks who know that making a real difference (or having a big impact) is what counts the most.

You see, it’s not always about who is the busiest bee in the hive; it's more about who makes the sweetest honey. These top sellers understand that doing things that really matter is way more important than just being busy all the time.

So, for the leaders and managers out there, here's a golden tip: Encourage your team to focus on actions that truly make a difference, not just ones that keep them busy. It's all about quality, not quantity, right? And remember, don't foster a culture where everyone is just rushing around without aiming for meaningful results.

In this light, let’s try to shift our focus from simply racing to the top of the leaderboard to really understanding the heart of what makes a successful salesperson. It seems like the secret sauce might just be about encouraging impactful actions over a flurry of activities! What do you think? Let's explore this further in the coming sections.

Cultivating a Positive Perspective towards Leaderboards

After exploring the golden nugget of focusing on impact over just being busy, let's move on to another important aspect of using sales leaderboards wisely: cultivating a positive attitude towards them.

Here, we take a page out of Nate Nasralla's book. He talks about shifting from a mindset of envy to one of curiosity when looking at the leaderboard. It means instead of thinking, "Dang, I wish that were me," we start thinking, "Hmm, that could be me. What do they do differently?"

This small shift in thinking can make a huge difference. It transforms a potentially negative feeling into a positive learning opportunity. It's like changing your view from being sad about not winning a race to being excited to learn new techniques to possibly win next time.

So, here's a tip for all the sales leaders out there: encourage your team to use the leaderboard as a learning tool, a source of inspiration rather than a ground for competition. It's not just about climbing to the top but learning and growing together as a team.

Just imagine a team where everyone is keen on learning from each other, excited to improve and help each other grow. Sounds wonderful, doesn't it? In the next sections, we will uncover more tips on how to make leaderboards a source of motivation and positive growth for everyone!

Strategies for Healthy Engagement with Leaderboards

Psychological Tips for Managing Leaderboard Stress

Rolling from our chat on fostering positivity and learning, let’s dive into another significant aspect: keeping stress at bay while engaging with the leaderboard. It's quite a big deal because, sometimes, constantly checking the leaderboard can turn into a stressful habit, don't you think?

Now, let's see what Orrin Webb, a Senior BDR Manager at Bonterra, has to say about this. He gives us a glimpse of how he managed to keep stress levels down during his time as a salesperson. Guess what? He decided not to check the leaderboard more than twice a day. This way, he could focus more on his work rather than getting tangled up in where he stood on the charts every hour. Smart move, isn't it?

And here's a cool trick he used - he even blocked the leaderboard link on his browser after checking it the maximum allowed times in a day. This helped him steer clear of unnecessary stress and concentrate more on his actual tasks. It’s like focusing on running your own race at your pace, rather than constantly comparing your speed with others.

So, leaders and managers, here's a thought for you: maybe encourage your team to take a 'macro view' of the leaderboard. Let them know that it's perfectly okay not to be at the top always. What’s important is to keep moving forward, learning, and improving. And remember, don’t let the leaderboard become a source of negative chatter or self-doubt.

Stay tuned, as we will share more insightful tips on how to create a balanced and happy sales environment in the next section!

Creating a Balanced and Positive Sales Environment

As we continue our journey of turning leaderboards into sources of encouragement and personal growth, let’s touch upon one more crucial aspect: Creating a balanced and happy sales environment. After all, a happy team is a successful team, right?

Creating a balanced environment is all about ensuring that the leaderboard doesn't just become a race to the top, but a platform to celebrate various achievements and growths. Think of it as a friendly game, where everyone is eager to play, learn, and grow together. Sounds fun, right?

Here’s how you can do it:

  1. Celebrate Small Victories: Encourage team members to share their small wins and learning moments, not just the big deals they close. It’s like giving a high-five for a neat trick learned, not just the goals scored.
  2. Foster Collaboration: Create avenues where team members can collaborate and learn from each other. This way, everyone gets to bring something to the table and learn some new strategies from their peers.
  3. Personal Growth: Remember, the goal is not just to win but to grow personally and professionally. Encourage your team to set personal milestones and celebrate when they achieve them.
  4. Flexible Goals: Set realistic and flexible goals that account for individual growth and not just team targets. It’s like setting a personal best time in a race, not just aiming for the first place.
  5. Positive Feedback: Create a culture of positive feedback where everyone feels valued and appreciated. It could be as simple as acknowledging someone's effort in a team meeting.

In the next section, we'll be looking at some practical tips to implement these strategies and make the leaderboard a tool for positive reinforcement and growth. So, stick around, the journey to a happier, healthier sales team continues!

Practical Tips for Making the Most of Your Leaderboard

Incorporating Impact Metrics

Building on all the cool insights we've gathered, it's time to dive into some practical steps. Let's begin by addressing something we touched upon earlier: moving from just activity to actual impact. Remember when we talked about not just being a busy bee but making sweet honey? Let's dive deeper into that!

So, what do we mean by "impact metrics"? Simply put, these are measurements that tell us about the quality of work and not just the quantity. Instead of just counting how many calls a salesperson made, we might look at how meaningful those conversations were.

Here’s how you can start incorporating these metrics:

  1. Quality Conversations: Instead of just measuring how many calls were made, also look at how many of those led to meaningful interactions. Did the client seem interested? Was there a follow-up scheduled? This way, we're not just counting calls but impactful conversations.
  2. Client Feedback: Ask clients for feedback after interactions. If they felt the conversation was valuable and informative, that's a win! It's like getting a thumbs up from someone you played a game with, showing you did a good job.
  3. Learning and Development: Encourage team members to attend workshops or training sessions. Then, track how they apply what they learned in their daily tasks. Celebrate those who actively seek to grow and improve.
  4. Solution-Based Approaches: Measure how often team members offer valuable solutions to clients rather than just pushing for sales. It's the difference between helping someone find the perfect pair of shoes versus just trying to sell the most expensive pair.
  5. Collaborative Success: Celebrate instances where team members worked together to close a deal or solve a client's problem. Teamwork makes the dream work!

Remember, the goal is to create an environment where everyone feels their efforts are recognized, not just their results. Up next, we’ll delve into more ways to keep the team motivated and inspired using the leaderboard. Stay tuned!

Keeping the Team Motivated and Inspired

So, we've been on quite an exciting journey, haven't we? From understanding the shifts in leaderboard perspectives to embracing practical tips to boost impact, we are now at a point where we're all set to ignite that spark of motivation and inspiration in our team. Let's get into it!

In this vibrant world of sales, keeping the spirit high is key. Here are some creative ways to ensure your team stays motivated and inspired, all while having a blast:

  1. Personalized Encouragement: Remember to give shout-outs to team members who are showing great progress. It could be a virtual pat on the back or a friendly note of appreciation - just something to make them smile and feel seen!
  2. Learning Opportunities: Organize regular workshops or sessions where team members can learn new skills or techniques. It’s like a fun class where everyone gets to learn something new and cool!
  3. Healthy Competition: Host friendly competitions where teams can compete but also have fun. Think of it as a sports day, where the aim is to enjoy the game, not just win.
  4. Recognition and Rewards: Develop a rewards system where not only the top performers but also the most improved or the most collaborative members get recognized. It's like getting a trophy for being the best team player!
  5. Feedback and Growth: Create channels for team members to share their feedback and suggestions. This way, everyone gets to have a say in how things can be better, kind of like a friendly group discussion where everyone’s ideas are valued.

Remember, a motivated and inspired team is like a well-oiled machine, ready to take on any challenge with gusto and enthusiasm. As we wrap up our journey, let’s summarize what we’ve learned and how to transform our leaderboard into a tool for positivity and growth in the next section. Keep the energy high; we're nearing the finish line!


And here we are, folks, at the final stretch of our enlightening journey together. It's been quite a ride, hasn't it? We started with understanding the shifting perspectives on leaderboards and now we're all geared up with practical insights to transform them into sources of positivity and growth. It's like we've built a cool, new playground where everyone can have fun and grow together!

As we cross the finish line, let's take a moment to recap the amazing lessons we've gathered along the way:

  1. Focus on Impact over Activity: We learned that being at the top of the leaderboard isn't just about being the busiest, but making significant impacts in your role.
  2. Cultivating a Positive Perspective: Remember, the leaderboard should ignite curiosity and a learning spirit, not envy or stress.
  3. Managing Stress Wisely: We also discussed how to manage leaderboard-induced stress by setting personal boundaries and focusing on the bigger picture.
  4. Creating a Happy Sales Environment: We explored creating a balanced and happy sales environment where small victories are celebrated and personal growth is encouraged.
  5. Implementing Practical Tips: Finally, we delved into implementing practical tips for keeping the team motivated and inspired, with a focus on personal growth and collaborative success.

As we wrap up, it's vital to remember that a leaderboard isn't just a tool to foster competition. It can be a fantastic platform to encourage learning, collaboration, and personal growth. So, here's to creating a positive, vibrant, and encouraging workspace where everyone is eager to grow and succeed together!

Thank you for being a part of this adventure, and here's to transforming your sales leaderboard into a tool that fosters positivity, growth, and camaraderie. Let's make the sales floor a happier, healthier place for everyone!

Remember, the journey doesn't end here. It's just the beginning of a wonderful path towards a successful and joyful sales team. Happy selling!

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