Don’t over-reward for the bare minimum

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Dividing leaderboard goals into distinct categories will help reps understand exactly how they can earn points in the short term while they remain aware of the big goals they’re working towards. This format will also help you sustain the motivational benefits of your leaderboard. Even if a rep has fallen behind in quarterly new sales, they start every week with a list of clear micro-goals they can accomplish to earn points right now.


Creating a reward system is a delicate balancing act. As we’ve nigeria whatsapp lead discussed, you want to reward day-to-day behaviors that make up your sales strategy. But if you over-reward for these simple activities, like making a cold call or sending an email, you might actually demotivate top performers.

Establish a system that doesn’t ignore the small things, but rewards over-performance above all else. A sales rep who makes the most cold calls in a week should earn a small reward that motivates them to keep up the good work. But that reward should represent a small fraction of what a rep earns for closing a major deal or generating the most revenue in a month.