Two reps finish the quarter at the same number.
One inherited a territory with strong hospitals, loyal prescribers and a predecessor who stayed for years.
The other took over a territory that was vacant for months, with a key hospital closed to reps and a competitor that got there first.
On the league table, they are equal. In reality, they did very different jobs.
I still use rankings. But in my teams I try never to show one without the territory behind each name.
The league table measures the total against the same bar. The fair view measures the result against the territory's potential.
The league table leaves out doctor mix, hospital access, competition and history. The fair view does not ignore any of it. It weighs it.
The league table teaches reps to hope for a richer territory. The fair view teaches them to grow the one they have.
And for the manager, the league table ends in praising the top name. The fair view ends in coaching each rep against their own ceiling.
So in reviews I look at growth and behaviour, not only the total.
“A fair comparison asks how much of the potential each rep captured.”
Lesson 12 of 13 in Step 2: Targets, forecasts and numbers, with the full guide and a checklist for this week.