Million Dollar Team Principle #80: When an agent makes a sale, show them where that puts them on the leaderboard. Tell the person that was overtaken they were passed, and tell the person ahead that someone is coming.
The leaderboard should be posted prior to every in-person meeting. This is not a static board that magically motivates salespeople—it is a tool for the sales manager and team leader to create leverage, competition, and motivation.
When an agent makes a sale, the rankings change. That moment is an opportunity for leadership to step in and create energy.
Here’s how:
Step 1: Call the agent who made the sale.
Congratulate them on their new ranking. Tell them how close they are to number one. If they are number one, remind them the real challenge has just begun: it’s harder to stay on top because others are gunning for them.
Step 2: Call the agent who was overtaken.
Say: “Did you know you just dropped to #4? How are things? What leading measures are you focused on to catch back up?” This isn’t criticism—it’s coaching in real time.
Step 3: Call the person just ahead.
Tell them: “Someone’s on your heels. You better get after it.” This lights a competitive fire that keeps production moving forward.
A leaderboard is more than numbers on a wall—it’s a live tool for accountability, motivation, and performance coaching. When you use it daily, you turn competition into culture, and culture into results.
