The top rep converts at twice the team average. They also pick their own leads.

A conversion rate is a ratio, and in most sales teams the person being measured controls the denominator. That changes what the league table is actually telling you.

By Steve 5 min read
Abstract bridge artwork for The top rep converts at twice the team average. They also pick their own leads.

Every sales team has a league table, and at the top of it is someone converting at two or three times the team average. The explanations arrive quickly: better on the phone, better at qualifying, better at reading the room. Any of those may be true. The league table does not establish it, because the same person usually has first claim on the inbound that looks ready to buy, the referral from an existing client, and the enquiry from a name everyone recognises. This matters less as a fairness question…

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