A sales leaderboard ranks reps against each other on a metric the team agrees to compete on. At its simplest it’s a TV in the bullpen showing who’s closed the most this month; at its best it’s a live, fair, and motivating picture of who’s doing the work that wins.
The trap is that a raw, revenue-only leaderboard only moves the people near the top. By mid-week the bottom 70% has done the math, decided they can’t catch the leader, and tuned out — so the board demotivates exactly the reps you most need to lift.
Better leaderboards fix this by ranking on behavior (dials, demos booked, pipeline created), running shorter seasons so the score resets often, and pairing rank with recognition rather than only a prize for first place. The reasoning is laid out in why your busiest rep isn’t your best rep.
Rather than a single ranked list, The Quadrant plots every rep on two axes — effort and results — so there’s a way to stand out without finishing #1 on revenue.