Sales Leaderboard Examples for SDR, BDR, and Account Executive Teams
One leaderboard doesn't fit every role
Ranking an SDR who books meetings against an AE who closes six-figure deals is comparing apples to oranges. Each role has its own job, its own leading indicators, and its own definition of a good week. The fix is a leaderboard tuned to the role. Here are three examples you can copy.
SDR leaderboard example
SDRs (sales development reps) live at the top of the funnel. Their leaderboard should reward outbound activity and the meetings it produces:
- Meetings booked — the headline metric
- Dials / connects — the activity that drives meetings
- Emails sent / reply rate — multi-channel effort
- Meetings held (showed up) — quality, not just bookings
Run this one weekly — activity metrics move fast and reset cleanly.
BDR leaderboard example
BDRs (business development reps) often focus on qualified opportunities and pipeline, sitting between pure prospecting and closing:
- Qualified opportunities created — the primary metric
- Pipeline value generated — measures deal quality, not just volume
- SQL-to-opportunity conversion — rewards working the right leads
- Discovery calls completed
A two-week or monthly cadence fits — pipeline takes a little longer to materialise.
Account Executive leaderboard example
AEs own the close. Their board should mix outcomes with the habits that produce them:
- Revenue closed — the lagging metric everyone watches
- Deals won — keeps smaller-deal reps in the race
- Win rate — rewards efficiency, not just volume
- Average deal size or sales cycle length — for a quality angle
Run AE boards monthly or quarterly to match the longer sales cycle.
Should you combine roles or keep them separate?
Keep separate boards per role so the metric is fair within each group. If you want one screen for the whole floor, use a normalized score (e.g. points per role) or simply rotate which board is on the TV. Running a board per role takes seconds in BoardQ.
Build your own
Pick the metrics for your role, spin up a board, and put it on the screen. Create your sales leaderboard free →