If you're managing a sales team and tired of guessing who your real performers are, this guide's for you. We're going deep on how to use Smartwinnr analytics to spot your actual top reps—no fluff, no “dashboard theater.” Just real steps and honest advice on what works (and what to skip).
Why Bother? Getting Past “Top Performer” Myths
Before you dive into analytics, let’s get one thing straight: “top performer” isn’t always the person with the flashiest numbers or loudest high-fives. Sometimes it’s the quiet rep who consistently hits quota and helps the team. Smartwinnr claims to help you see who’s actually driving results—if you use it right.
But don’t expect magic. Software can’t replace your judgment. It’s here to give you patterns and proof, not make decisions for you.
Step 1: Get Your Data House in Order
Don’t skip this. No analytics tool can save you from bad or missing data. Before you mess with dashboards, make sure:
- Your CRM and Smartwinnr are talking: Sync your sales data, KPIs, and performance metrics. No half-finished integrations.
- Sales activities are logged: Calls, emails, meetings, deals—if it’s not in the system, it didn’t happen.
- Your team knows what counts: Make it clear what gets tracked and why. If reps game the numbers, your analytics are worthless.
Pro Tip: Spot-check a few reps at random. If their numbers look fishy, fix the process before relying on any reports.
Step 2: Define “Top Performer” for Your Team
Smartwinnr has a ton of charts. Before you start clicking, get specific:
- Is it revenue, quota attainment, activity volume, or deal quality?
- Are you rewarding consistency or outlier months?
- Do you care about collaboration and coaching, not just closed deals?
Write it down—otherwise, you’ll waste time chasing whatever metric looks best on a pie chart.
What to ignore: Vanity metrics like “emails sent” or “calls made” don’t mean much if they don’t lead to results. Smartwinnr can track them, but don’t get distracted.
Step 3: Navigate the Smartwinnr Analytics Dashboard
Time to log in. Here’s what matters (and what doesn’t):
a. Leaderboard View
- Shows top reps by your chosen metric—usually revenue or quota attainment.
- Use filters (time period, region, product) to find trends, not just “winner of the month.”
- Don’t get hung up on one-off spikes. Look for sustained performance.
b. Performance Trends Over Time
- Smartwinnr’s trend lines let you see who’s improving, plateauing, or sliding.
- This is gold for coaching: a rep who’s climbing steadily might outpace your current star in a few months.
c. Activity vs. Outcome Analysis
- Compare inputs (calls, demos) to outputs (closed deals, revenue).
- High activity + low results? Time for a skills check, not a celebration.
- Low activity + high results? Maybe you’ve got a natural closer—or someone logging data late (see Step 1).
d. Quiz and Knowledge Scores
- If you’re running Smartwinnr’s training modules, see who’s actually learning—not just guessing.
- Good for spotting future top performers, not just current closers.
Skip: Overdesigned “engagement” widgets or “gamification” scores. Fun for sales contests, but not a real measure of performance.
Step 4: Spot the Patterns, Not Just the Outliers
It’s tempting to focus on the #1 rep every month. That’s lazy analysis. Use Smartwinnr to:
- Identify the top 10% and the steady middle: Sometimes your rock-solid B+ players are the backbone of your quota.
- Watch for improvement: Who’s picking up speed? Who’s stuck? Trends matter more than trophies.
- Look for context: Did a top performer inherit a great territory, or did someone crush it in a tough patch?
Pro Tip: Export raw data if you want to slice it your way. Sometimes, a simple spreadsheet tells you more than a fancy dashboard.
Step 5: Dig Deeper—Don’t Take the Dashboard at Face Value
Analytics are only as good as your willingness to ask “why?” Use Smartwinnr to drill down:
- Click into a rep’s history: See what changed—did they start new training, get assigned better leads, or just have a lucky month?
- Compare across teams or regions: Is someone a top performer everywhere, or just in a cherry-picked group?
- Overlay with qualitative feedback: What do managers and peers say? Any unlogged work or support that isn’t in the data?
Honest take: If something looks too good (or bad) to be true, it probably is. Double-check before you hand out awards or warnings.
Step 6: Use What You Learn—For Coaching, Not Just Prizes
Identifying top performers is only half the job. Use Smartwinnr’s insights to:
- Share best practices: If a rep is crushing it, find out how and share (don’t just say “be more like them”).
- Target coaching: See where mid-pack reps are falling short, and help them close the gap.
- Set realistic goals: Use real data to set targets, not just last year’s numbers plus 10%.
What to skip: Public shaming of low performers. Analytics should be a tool for growth, not fear.
Step 7: Keep It Simple and Review Regularly
Don’t drown in reports. Pick the two or three metrics that matter, and review them every week or month. Make time for:
- Short review meetings: Focus on trends and next steps, not reading every chart aloud.
- Regular check-ups: Your business and team will change. Revisit what “top performer” means as you grow.
- Feedback loops: Ask your team if the analytics reflect reality. If not, tweak your process.
Remember: The goal isn’t to find a perfect system right away. It’s to get a little smarter every month.
Summary: Cut Through the Noise
Smartwinnr analytics can give you a clear view of your real sales leaders—if you use it with a skeptical eye and a clear plan. Clean data, simple definitions, and honest follow-through beat fancy dashboards every time. Don’t chase every chart. Start small, keep questioning, and use what you learn to help your team win (and stay sane).