RESEARCH_FILE
Workplace status comparison
Employees continuously and often involuntarily gather and interpret information about their standing relative to coworkers — through appraisal, casual conversation, and workplace stress cues — not only from a literal, visible leaderboard (Greenberg, Ashton-James & Ashkanasy, 2007).
SEE THE PRACTICE
Turn a thought this research explains into one clear move.
THE THOUGHT
“They poach my deals”
YOUR RECORDED RESPONSE
“The deal timing is mine to control, regardless of what they have.”
ONE PRIVATE MOVE
Open your CRM and find one deal lost to another rep in the last month. Write down: your last activity date, your promised next-step date, the actual close date. Compare the gaps. Do this for only one deal, privately. The point is to see your own timeline, not to be right or…
How it sounds in your head
A rep who never opens the public leaderboard still has a rough sense of where they land, because comparative cues — deals mentioned in standup, a manager's tone in a one-on-one — leak the same information the board would show explicitly.
Sources: [1] ↗