Most rep rankings are unfair before anyone opens them. One rep gets the partner leads, another gets paid search, and the table calls it talent. Jordan Crawford followed every lead to the deal it became on a real team, and the story flipped. Same-day contact did not beat contact a week later. A second and third day of contact in week one is what moved wins. The busiest rep sat second from the bottom on dollars per 100 leads. So you grade reps inside one lead source, on deals won per 100 leads, and call small gaps a tie. Then each rep gets one coaching number and one teammate to copy.
Read time: about 6 minutes. First step runnable Monday morning.
Export last quarter's leads with source, first owner, and the deal each became.
Then count deals won per 100 leads, per rep, inside your biggest lead source only. Most teams have never seen this table. They rank reps on bookings, which rewards whoever got the best leads. One source at a time removes the lead lottery from the grade.
Start here: pull the leads export and the deals export from HubSpot or Salesforce, with lead source and owner on every row. Paste both into Claude and ask for won deals per 100 leads, per rep, inside inbound.
Ignore this week: do not change routing or quotas yet. Measure the fair number first, then decide what to coach.