Comparing Apples to Oranges: How to Make Sales Performance Fair

Why This Matters More Than You Think

When leaderboards feel unfair:

• Top performers disengage
• Mid-performers stop trying
• Teams become siloed

And performance drops.

The Real Issue: Broken Measurement

Most systems track:

• Volume OR value

But not both in a balanced way.

So behaviour becomes distorted.

The Fix: Weighted Scoring

Instead of counting everything equally:

• Assign value to different deal types
• Apply difficulty multipliers
• Convert outputs into comparable points

Now performance becomes measurable across roles.

Multi-Metric Competitions

Balance inputs and outputs:

• Calls made
• Meetings booked
• Deals closed
• Revenue generated

This creates a more complete picture.

Real-World Use Cases

Works across:

• Multi-product sales teams
• Long sales cycles
• Field sales environments
• Channel partnerships

Anywhere performance varies.

Your 30-Day Playbook

Week 1:

• Audit current metrics
• Identify gaps

Week 2:

• Define weighted scoring model
• Test internally

Week 3:

• Launch leaderboard
• Gather feedback

Week 4:

• Adjust weights
• Optimise fairness

Your 90-Day Outcome

You’ll see:

• Improved engagement across teams
• Better collaboration
• More balanced performance

And more predictable results.

This Week’s Execution Checklist

✔️ Identify your current leaderboard metric

✔️ List where it creates unfairness

✔️ Define simple weight adjustments

✔️ Test with your team

✔️ Gather feedback