How it works
Counts of different activities don't add up: 30 calls and 4 meetings aren't 34 of anything. Points turn them into one number. The team decides what each activity is worth, usually more for the steps that are harder to get and closer to a sale.
A common shape gives a call 1 point, a set or a meeting 3, a proposal 5 and a closed deal 10, though no standard scale exists and most teams pick numbers that roughly track what each step is worth to them.
Worked example, with made-up points: on that scale, a week of 60 calls, 8 meetings, 3 proposals and 1 closed deal is 60 + 24 + 15 + 10, so 109 points. A rep with 20 calls, 2 meetings and 2 closed deals has 20 + 6 + 20, so 46. The first rep did more selling work this week and the second closed more. Points show the first, and the sales total shows the second.
Points are for the work before the result. They're why a new rep who hasn't closed yet still shows on the board, and why a quiet week shows before it reaches revenue. They can be gamed too: if a dial is worth a point, someone will dial numbers that were never going anywhere.
In Palby Sales Tracker, a new team starts with nine tiles, each with its points. Rename them to your team's words, change their points and switch off what you don't use. One tap logs the points, and the board ranks your team with each tile's count.
Where it shows up in your week
The sales leaderboard ranks your team on points, with each tile's count, for this week, last week, this month or any dates. The guide to points and contests has a starting points table and contest formats the middle of the board can win.
Related terms
Questions reps ask
The team, usually the sales manager. Everyone should be scored on the same scale, and it should change rarely, or last month won't compare with this one.
Most teams give it some, so the board doesn't ignore results. Keep it from swamping everything else, or the points stop showing effort.
Yes. Reps chase what earns points. Give more to steps that are hard to fake, such as a held meeting, than to ones that are easy, such as a dial.
Points are one way to add up activity. A KPI is any number with a target and a date, and a weekly points target can be one.