Presentation given as part of BrightTalk webinar on using leaderboards in a sales context. I outlined the 10 key design decsions you need to take into account when planning your sales leaderboard.

1. The ten key design decisions you
need to consider when creating your
sales leaderboard
®
Increase Sales Productivity
with a digital leaderboard

2. About Toby Beresford
• 18 years web experience
• Digital Architect, Sky News
Social Media Expert,
Gamification Guru
• Designed early web CRM
systems e.g. pharma sales
organisation
• With leaderboarded.com am
running leaderboards for
inside and field sales for
companies with 10 reps up to
450 reps.
@tobyberesford
toby@leaderboarded.com

3. The power of leaderboards
My name and photo. That’s me!
My score – how am I doing?
My peers – am I keeping up?

4. The benefit of leaderboards
• Better sales reps
• Uplift in KPIs. For example:
– 500 new sales meetings in just one day
– 4,000 new LinkedIn connections in a month
– 60% more sales wins
– 29% more pipeline
– 320% more record updates
• A well designed leaderboard can drive increased sales
productivity across multiple metrics

5. The world’s best leaderboards
• Google Search – finds the top
pages on the internet for any
keyword
• Klout – gives everyone in the
world a relative score out 100
for their social media prowess
• Football league – enables any
team to level up to reach the
highest levels of football

6. THE 10 KEY
LEADERBOARD
DESIGN DECISIONS
While leaderboards are simple to
read, to create them is the result of
many design decisions

7. 1. Who are the players?
Individuals Teams
Competition Collaboration

8. 2. What are you measuring?

9. 3. How will you display the leaderboard?
9
Big Screen TV
Embedded on the intranet
Via Social Media Via Email

10. 4. How often will you update and announce
it?
10

11. 5. Is the leaderboard hard or soft?
% Quota
Achieved
Total Sales
Revenue
% increase
in
opportunities
added this
week
Total new
opportunities
added to
CRM
Hard
Soft
Compete
Against
Self
Compete
Against
Peers
Metrics
That
Matter a Lot
Metrics That
Matter Less
Hard
Soft

12. 6. How long will you run the
leaderboardfor?

13. 7. How will you divide the leaderboard? Will you
offer progression?

14. 7 contd.. Viewed using filters

15. 8. How will you develop the leaderboard over
time?
League Maturity
Game
Maturity
Earlier on, game
rules and metrics are
the focus of change
As the game is accepted,
game rules stabilize. Focus
turns to new leagues and
tournament formats

16. 9. Where will players discuss the
leaderboard?

17. 10. How will you offer many ways to ‘win’?
Everyone needs to feel like they could win

18. About Leaderboarded.com
• Formed in March 2012
• Software and Data as a
service, hosted leaderboards
• >3,000 leaderboards
• > 1.8m players.
The single platform for digital
scorekeeping wherever and
whatever the game
Types of sales Leaderboards:
• Simple Sales with manual entry
• Sales Stars using CRM data
• Social Selling with LinkedIn & Twitter
• Sales Training using spreadsheet da

19. Contact Details
Toby Beresford
@tobyberesford
toby@leaderboarded.com