RepCard Masterclass: How Gamification & Leaderboards Drive Real Sales Behavior

WATCH THE FULL MASTERCLASS

TLDR

‍

The most expensive tool in your stack is the one you don’t use. RepCard has deep features for field sales, leaderboards, competitions, verified activity, reviews/referrals, and CRM integrations, but results only come when those features are configured to nudge daily behavior. This masterclass is the playbook.

Leaderboards that measure what moves revenue

Leaderboards are prebuilt and customizable. Common templates include Overview, D2D (door-to-door), Recruiting, and Engagements (cards sent, video views, referrals, reviews, average rating). You can reorder, show/hide, and tailor them to your operating model.

Default vs. custom metrics

• Default metrics: system-tracked (e.g., first door knock, last door knock, doors knocked, verified door knocks, appointments).
• Custom metrics: built from defaults or statuses using formulas and rules.

Examples that work:

• Verified Door Knock % = Verified Door Knocks ÷ Total Door Knocks (display as % with 1 decimal). This exposes “McDonald’s lot” behavior.
• Conversations (contact-status based): Count only statuses that imply a real talk (e.g., pitched, set, not interested, go-back), exclude “not home.”
• Conversation Rate = Conversations ÷ Doors Knocked. Useful for coaching route discipline and time-on-door.
• Setter vs. Closer metrics: Attribute by appointment set date (to reward effort today) or by appointment date (to track calendar outcomes).

Drilldown that coaches for you

From an office view down to teams and individual reps, leaders can:

• Identify who’s driving the number.
• Tap into a rep’s profile (call/text for peer coaching).
• View reviews and share them directly to Instagram Stories to boost brand and recruiting.

Pro tip: Use acronym “short names” for metrics so they display cleanly on mobile (4 characters where space is tight).

Competitions that predict behavior

People react to incentives in predictable ways. RepCard’s Games module turns your metrics into structured contests:

Competition types

1. Sales Battle
   Everyone vs. everyone, or team vs. team. Points can be multi-factor (e.g., +1 per 10 verified knocks, +2 per conversation, +10 per signed).
2. Head-to-Head (1v1, many pairs)
   Create multiple matchups inside a single competition (e.g., Jordan vs. Mike; Angel vs. Blake).
3. Teams / Car Groups
   Auto-assigned names/emojis; great for ride-alongs and blitzes.
4. Cycles & Milestones
   Tiered incentives reps can “chase” over time; gift cards at 25 installs, bigger rewards at 50, 100, etc. Mix in activity targets (e.g., 10,000 verified doors → Tesla; 100 reviews → e-bike; full track → resort trip).

Culture and visibility

• Share to Instagram from inside RepCard: announce leaders, winners, and first/last place. Tag reps to fuel healthy pressure and recruiting.
• Add “dares” for last place (sing the anthem, eat the bug). Fun matters.

Permissions that scale engagement

• With the right role settings, reps can spin up their own 1v1s. Less admin, more buy-in.

Build the right metrics (fast start)

1. Map your pipeline statuses
   Decide which statuses count as a conversation (pitched, set, not interested, go-back). Exclude “not home.”
2. Add formula metrics
   • Verified % = Verified ÷ Total doors
   • Conversation Rate = Conversations ÷ Doors
   • Setter Sit % / Setter Conversion % / Closer Close % (use appointment-based metrics and attribution rules).
3. Choose attribution
   • Setter leaderboards: usually by set date to reward today’s grind.
   • Closer leaderboards: usually by appointment date to align to show/sit/close outcomes.
4. Recruiting metrics
   Track recruits added, interviews, signed, fully hired. Run a monthly team battle on recruiting to keep the bench full.
5. Engagements leaderboard
   Track cards sent, video views, referrals, reviews, and average rating. Spotlight the rep generating the most referrals and have them train the team.

Integrations: make the data travel

Everything inside RepCard, contacts, appointments, activity, can be pushed to your CRM. You can also pull data back if outcomes happen outside RepCard (e.g., the closer marks “closed won” in a CRM).

How to connect

• Webhooks / API: Post events (e.g., “appointment set”) to your CRM endpoint in real time.
• Two-way scoring: Bring “closed” events back into RepCard to award points and update leaderboards/competitions so you’re scoring what actually happened.

Example: A roofing team pushes contacts from RepCard to JobNimbus now, and plans to bring JobNimbus status updates back into RepCard to score closes and trigger milestone rewards.

Coaching insights you actually use

• Conversation Rate below team median → work route discipline and opener.
• Verified % low → reps are logging activity away from doors; tighten geo-verification culture.
• High referrals, average closes → have that rep teach the post-sale referral script.
• Setter Sit % solid, Closer Close % weak → adjust handoff rules or training at the table.

Rollout checklist (use this)

1. Pick 5–7 metrics to start (Verified %, Conversation Rate, Sits, Closes, Referrals, Reviews, Avg Rating).
2. Set attribution rules (set date vs. appt date) per leaderboard.
3. Launch one Sales Battle and two Head-to-Heads this week.
4. Create one Cycle (quarterly) and one Milestone track (annual).
5. Enable IG sharing and announce every Friday.
6. Turn on rep-level permissions for 1v1s (limited scope).
7. Wire a webhook to your CRM; plan the reverse feed for closes.
8. Review leaderboards in Monday standup; coach the bottom 20% on one metric per week.

Common pitfalls (and fixes)

• “Pins disappeared.” You left a map filter on (e.g., hiding “not home”). Clear filters.
• “This status isn’t counting.” It’s not included in your metric’s status set. Edit the metric.
• Too many metrics. Start small; add only what you coach.
• No reward clarity. Publish the prize grid (and dares). Ambiguity kills momentum.
• All output, no inputs. Balance outcome metrics (installs/closed) with input metrics (verified knocks, conversations).

What great looks like

• Leaderboards show inputs and outputs.
• Competitions run continuously, with fresh weekly highlights.
• Reps self-initiate head-to-heads.
• Instagram stories showcase winners (and last-place dares).
• CRM is connected both ways, so points reflect reality.
• Coaching each week targets one metric per rep.

Ready to deploy?

• Existing customers: Open Leaderboards → Metrics and build the three formulas above. Then Games → New Competition and launch your first Sales Battle.
• New to RepCard: Book a demo to see verified metrics, competitions, IG sharing, and CRM wiring live.

Do good. Be kind. Win the day.

‍