Worksheet: Compare reps like for like

A league table rewards whoever holds the best patch. This sheet puts reps in comparable groups, ranks them within each group and writes down what the top quarter does. It builds the Competent step of the check:

Results per rep are compared like for like (potential, tenure, territory), and what the top reps do differently has been written down.

Step 1. Group, then rank within the group

Put reps with similar patch potential, tenure and kind of territory in one group.

Rep	Group	Tenure	Patch potential	Revenue	Gross margin	Revenue as a share of potential	Rank in group
e.g. Rep 7	Metro, over two years	4 years	$9m	$3.2m	31%	36%	1 of 5

Step 2. Write down what the top quarter does

Ask the top reps, sit in on their calls and read their CRM records. Each shows a different part.

Practice	Top reps	Middle reps	How we know
e.g. Calls a week on A accounts	9	4	CRM, last quarter

Step 3. Move one middle performer

Rep	Practice to take up	Coach	Start	Result after three months

Done when: rep results are compared within like groups, and what the top reps do differently is written down.

Adapted from our own profit-improvement suite (PSP, 2003).