Million Dollar Team Principle #25
Put Up the Leaderboard — Publicly, Proudly, and With Purpose
“People play differently when they are keeping score.”
— The Four Disciplines of Execution
Sales is a game.
And like every game, it needs a scoreboard.
If you want to build a competitive, high-performing team, you can’t afford to keep results hidden.
You must post them—where everyone can see.
No hiding. No fluff.
Just the cold, hard numbers.
That’s the power of a leaderboard.
The Pete Carroll Principle: Compete at Everything
When Pete Carroll took over the Seattle Seahawks, the team was flat.
No edge.
Mockingly called the “Scaredhawks” and “Chickenhawks.”
Rarely in playoff contention.
No identity.
Carroll didn’t start with strategy—
He started with culture.
One word: Compete.
Players competed in everything:
- Ping pong matches
- Workouts
- Even the lunch line
Rankings were posted.
Players knew where they stood.
And it made them hungry.
Result?
Within a few years, the Seahawks became Super Bowl champions.
Leaderboards Create Instant Clarity
If you’re a team leader, a leaderboard gives your culture something tangible.
It removes excuses.
It creates accountability—without you saying a word.
How to do it:
- Update it monthly
- Put it in your training or meeting room
- Track these 3 key metrics:
- Units Sold
- Sales Volume
- Revenue Generated
You don’t need fancy software.
Print it. Tape it. Post it.
It works.
“You can’t make someone become motivated.
— Inspired by Drive by Daniel Pink
But you can build an environment that fuels motivation.”
A leaderboard is one of the simplest and most effective ways to build that environment.
Here’s what happens when you use a leaderboard:
It’s Not About Shaming. It’s About Fueling.
- The zeros at the bottom? They don’t demoralize. They ignite.
- The middle tier sees they’re within reach of the top.
- Quiet competitors start showing up with energy.
- One deal becomes a personal challenge.
Leaderboards don’t just reward the top—
They activate the middle.
And that’s where your true growth lives.
Don’t Hide What Matters
Keeping score in private doesn’t help your team.
Sales is a performance business.
People want to know:
- Where they stand
- What it takes to rise
- How close they are to their next win
So show them.
Not for pressure.
Not just for recognition.
But for pride.
For progress.
Display the leaderboard.
– Nick McLean
Let it speak louder than you ever could.
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