Make your leaderboard visible and accessible

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For example: If you only reward results related to revenue created, opportunities won, and so on, your top performers will naturally be motivated to work even harder. But what about the rest of your team, particularly the younger reps who are learning what actions to take in order to achieve those big results? They will benefit from incentives that are tied to specific behaviors designed to help them improve, ultimately making them top performers.

Include behavioral KPIs into your leaderboard system so that reps earn points for doing the small things that lead to big results. For example, give outbound SDRs an opportunity to earn points for booking meetings, making cold calls, and sending personalized emails. Inbound SDRs can earn points namibia whatsapp lead for booking qualified meetings and responding to leads promptly. Reward these behaviors and you’ll watch as they become habits.


Your leaderboard will only make an impact if it’s baked into your sales process. If it’s difficult to access – or something they have to remind themselves to look for – then your leaderboard won’t become the constant motivator you created it to be. A sales rep should never think: “Oh yeah, I wonder how I’m doing on that leaderboard thing.”

Avoid this problem by incorporating your leaderboard into your reps’ day-to-day workflows. Remember: It takes time for reps to start thinking of a leaderboard as a fundamental staple of the team’s strategy, rather than a fun but nonessential tool. Here are some easy steps to make your leaderboard a constant presence in your reps’ work days.