The Better Scoreboard: Performance Points, Not Sales RM
Reward the whole process that creates closings—not just the final cheque.
The Human Cost of Outdated Metrics
Think about your most valuable team member who isn’t a top closer—the one running viewings on rainy Saturdays, calming nervous buyers, chasing missing documents, and getting every file through compliance on the first try. They mentor new hires, show up prepared, and do the unglamorous work that makes a closing possible.
On a scoreboard built only from already-banked commissions, they barely register. They’re invisible on promotion day—and often the first to leave. The problem isn’t your people. It’s what you measure.
Because when you reward the work that creates value, you keep the people who create it.
Building a Fairer Scoring System
Performance Points make the real work visible. Instead of waiting for a cheque to land, you score verified actions and role contributions:
- First viewing logged (QC-verified)
- Owner authorisation accepted
- Clean compliance file
- Training passed (≥80%)
- Prospecting sprint completed
- Mentoring session recorded
- Role credits (verifier, documents collector, photographer)
- Conversion event (closing completed)
Guardrails keep it honest: proof required, caps on repeatable actions, monthly decay so old activity fades, and meaningful demerits for service or compliance issues.
A quick starter set (tune to your culture)
| Event / Contribution | Points | Why it matters |
|---|---|---|
| First viewing logged (QC-verified) | 8 | Moves a buyer forward with evidence. |
| Owner authorisation accepted | 12 | Secures inventory the right way. |
| Weekly sales meeting attended | 5 | Keeps the team aligned (cap 4/month). |
| Training module passed (≥80%) | 40 | Builds capability that compounds. |
| Prospecting sprint completed | 20 | Feeds the top of the funnel (cap 3/week). |
| Mentoring session recorded | 15 | Grows people; mentee +10. |
| Role credit: documents collector | 10 | Recognises critical support. |
| Role credit: verifier/photographer | 10 | Rewards verified, high-quality listings. |
| Conversion event (closing completed) | 150 | Still rewarded—but not the only thing that matters. |
| Complaint upheld | -50 | Accountability. |
| PDPA/ethics breach | -150 | Non-negotiable standards. |
Concrete example: Sarah earns 8 points for her Saturday viewing, 12 for the owner authorisation she secured, and 15 for mentoring a new agent this week. Add a training pass (40) and a clean compliance file (10), and she’s at 85 points in days—not months. With thresholds published (e.g., 3,000 points in 6 months → Senior rank, +5% split), her promotion path becomes visible—and motivating—almost immediately.
From Points to Promotions
Whether you track past commissions or use a points-based route, the destination is the same: career progression with better benefits—higher base splits, stronger overrides, earlier lead access, resources, and training budgets. A points system simply recognises value earlier and more fairly.
Make the path tangible with thresholds. Examples you can adjust:
- 3,000 points (rolling 6 months) → Senior rank with +5% split and access to in-house leads.
- 8,000 points (rolling 6 months) → Team Lead eligibility, override access, and a training stipend.
- 18,000 points (rolling 12 months) → Group Lead track, team targets, and budget authority.
Tie each threshold to clear benefits so everyone can see how today’s actions become tomorrow’s rewards.
Making It Work in Practice
Manual spreadsheets won’t hold. Your operating system should quietly enforce the rules:
- Auto-assign points only when proof is attached (QC checks, signed docs, completed checklists).
- Record role credits on the same case so contributors rise with the closer.
- Schedule time-bounded multipliers (×1.5/×2/×3) for priority projects, areas, or roles.
- Apply demerits and monthly decay automatically, with a full audit trail.
- Show every agent “points to next designation” with the specific actions that will move them.
This is the workflow a modern agency ERP should support; ListingMine ERP is designed for exactly this.
The Choice in Front of You
Keep a scoreboard that celebrates yesterday’s cheque and risks losing your best contributors. Or build a scoreboard that sees the work creating tomorrow’s deals—and promotes the people who do it.
Ready to try it? Open ListingMine ERP, enable Performance Points, and follow the in-app tutorial to set up your first rules, thresholds, and multipliers.
