Free Sales Scorecard Templates
Ambition’s downloadable scorecard templates come with built-in formulas, KPI examples, and a KPI calculator that shows you the exact number of activities and objectives your reps need to complete on a daily or weekly basis in order to hit weekly and monthly objectives. Download a free scorecard template (or two!) to help your reps stay on track to build pipeline, smash quotas, and consistently hit their targets.
Account Executive Scorecard
Keep your AEs on track to hit their numbers with this customized scorecard.
DownloadScorecard Template: FreightWaves
See how FreightWaves sales leaders use scorecards to hold their reps accountable to goals.
DownloadBDR Scorecard
Set accurate benchmarks for your BDRs and get visibility into their performance.
DownloadMid-Market Inside Sales Rep Scorecard
Turn daily activities into trackable metrics for your ISRs.
DownloadCustomer Success Scorecard
Are your CSMs doing the right activities, right now, that will lead to the results you want?
DownloadScorecard Template: ZipWhip
Download and use ZipWhip's scorecard for your own Account Execs today!
DownloadScorecard Template: Toast
Steal Toast's sales scorecard template and tailor it to your team!
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Xactly Scorecard Template
Turn your reps’ daily activities into meetings booked with Xactly’s proven formula.
DownloadSales Manager Scorecard
Wondering where to focus your time as a manager? See (and measure!) the activities that matter most.
DownloadScorecard Template: Atlanta Braves
See the exact ticket sales and revenue goals that Braves reps need to hit!
DownloadScorecards map out the activities reps need to complete day in and day out to meet key targets on time. They help you set specific, achievable goals for reps, so everyone has clarity and visibility into exactly what they need to do—keeping accountability top of mind and motivating reps to work toward ideal activity types. Your reps will know they need to reach 100 points each day to stay on track, and they’ll be able to see how their points are weighted in order to reach their goals faster and prioritize sales activity.
Activities can be weighted based on each team’s specific goals and objectives. With the ability to customize different activities and metrics per role, you’re able to prioritize the activities that are most important for your people. This helps you and your team align clearly on expectations, drives accountability, and encourages lasting behavior change.
Managing with Leading and Lagging KPIs
Managing and motivating an entire team can become a frustrating process if you’re not using the right measurement tools. Sales is very much a numbers game, and employee scorecard templates are invaluable tools for keeping track of your team’s individual achievements, visualizing your sales process, recognizing your best salespeople, identifying coaching opportunities, and inspiring growth. Our network of sales leaders has created, tested, and put these scorecards into practice to help their teams hit and exceed goals. Download one of their proven templates, customize it for your team, and start tracking your progress.
Sales rep scorecards allow you to weight activities by points and score reps on what they accomplish. Scorecards give your people a clear path to success by breaking down quotas into daily or weekly activities and objectives such as calls, emails, or booked meetings. This way, your reps know exactly what they need to do to hit their number and which behaviors matter most. Plus, you’ll have clear visibility into who’s on track and who needs coaching as you’re creating a system of accountability.
One of the biggest benefits of using a sales scorecard template is that the scorecards are broken into leading KPIs (activities) and lagging KPIs (objectives). Managers have the capability to control the leading KPIs that will ultimately lead to the objectives and results (lagging). When you stay on track with the leading KPIs on a daily basis, you are much more likely to stay on track to hit your quota or target.
Not All Sales Activity is Created Equal
Our curated collection of ready-to-use sales scorecard templates includes useful, built-in formulas like our KPI calculator that show you the exact number of activities your reps need to complete on a daily basis in order to hit weekly and monthly objectives. But not all activities are equal in weight. Depending on the nature of your employee scorecard template needs, calls might be more valuable than emails. That’s why each scorecard template has the functionality to weight the activities that matter most to your team.
Our built-in formulas will automatically calculate a daily or weekly activity score where reps strive to hit 100. They may go over on some activities and under on others, but every activity completed goes into the score and is weighted based on how impactful it is.
Ambition syncs all of these activities from your full tech stack, and everything is calculated automatically via integrations. If you don’t have Ambition, using a manual scorecard template is a great starting point to help you develop a proof of concept around gamification and scoring.
Sales Objective Scorecard Templates
Daily and weekly activities should always lead to weekly, monthly, or quarterly outputs, that’s why our objective scorecards conveniently display all of these metrics for weighing and identifying. Every week or month, your reps will work toward earning 100% on your objective scorecard. When they reach 100 for activity, but are still light on certain objectives like talk time or meetings set, they can go above and beyond the 100 activity score to ensure they land with a 100 on objectives.
Sales Scorecard Templates From Real Sales Managers
Over 3,000 sales managers use Ambition to power their sales scorecards. Each of these templates come directly from one of those real managers to show how they manage activity and objectives successfully for their teams. Each of our sales scorecard templates provides a unique look into the sales leader’s specialized processes, allowing you to pick and choose which format works best for you and your team. Download your own scorecard template today, and put it to work for you and your team!
Sales scorecards give managers visibility into how reps are tracking toward their goals and enable them to offer more effective, real-time coaching. In a work-from-anywhere world, this kind of insight allows leaders to better understand where their people stand on hitting both team and organization-wide targets. Whether you work from home or in an office with your teams, scorecards give you the high-level visibility you need to make more sales and win big.
How Scorecard Templates Improve Coaching Moments
With optimized visibility into their reps’ daily, weekly, and monthly tasks, managers can spot coaching opportunities instantly and course-correct with reps in real time. If a manager notices that their rep hasn’t hit that week’s activity targets, they can either check in with their rep immediately or use 1:1 coaching time to better understand what’s getting in the way. A rep or employee scorecard template informs coaching, as managers can easily access, refer to, or review scorecard progress in real time with their reps. Want to improve your coaching beyond scorecards and save 7+ hours/week? Check out a sales coaching plan template.
Creating a sales scorecard template of your own is easy if you can do some basic math and already know which metrics and benchmarks you want to score your sales reps on. Oftentimes, the hardest part is identifying the exact activities and objectives that you want to use. Here are the 3 basic steps for creating a scorecard template for your team.
- Identify your revenue goal or overarching “big goal.”
For this example, let’s say your Account Executive team needs to close $1M in revenue for the month. You may decide to divide that larger number by your average deal size value to determine how many deals by volume you will need to close. Let’s use $70,000 as the average deal size. This means you will need to close 14 deals for the month. You will use that as your target to work “backwards from” to set the smaller objectives that get to that goal. Most teams have “big goals” or targets based either on incremental increases from the year prior or a number set by the executive team or board. Once you have this target, you can move forward to setting the objectives and activities for your scorecard template. - Identify your objectives, then benchmark and weight them
If you identified that your team needs to close 14 deals in the first step, you’ll need to identify the objectives that contribute to that goal. Common examples are demos held, qualified opportunities created, and pipeline dollars generated. If you determine that demos held and qualified opportunities are the 2 primary objectives (ideally you come up with 2-3 objectives), you will want to use some historical data to identify benchmarks and weighting. Pull historical reporting to identify how many demos last year turned into qualified opportunities and then how many qualified opportunities turned into closed won deals. If historically, your team closes 30% of opportunities, you’ll need to generate roughly 47 opportunities for the month to make sure they can close 14. Then look to see how many demos historically convert to opportunities to get your benchmark for how many demos get you to 14 opportunities. You may decide to weight the 2 metrics (demos and opportunities) equally, or you may decide that opportunities are weighted higher because they are more valuable. - Identify the activities that lead to the objectives
Common activities that lead to those objectives are calls, emails, social media connections, sms, demos set, and more. You can use the same “historical conversion rates” concept above to see how many calls typically yield a demo set and get your activity benchmarks for your card. Still confused or need some inspiration? Check out our Goal: Meetings Set template to practice walking through it yourself!
How can I create my own sales scorecard template?
Download a free sales scorecard template and use it as a framework to build out your own personalized scorecard. You can copy, save, and edit any sales scorecard template to customize it for your team. This way, you can still utilize the included built-in formulas like our KPI calculator that allows you to see the number of activities your reps need to complete on a daily basis to hit weekly, monthly, or quarterly objectives. Because our templates account for different weights of activities—calls might garner your reps more points than emails, for example—you can assess and encourage the activities that matter most to your team.
We often hear that sales managers don’t know where to start when it comes to turning activities into benchmarked metrics on scorecards, but you can input your historical data into the KPI calculator in your sales scorecard template and utilize it to determine benchmarks for launching your activity and objective scorecards.
Once you’ve determined activity and objective targets, they can be set (and weighted!) in the scorecard template. If reps complete their daily activity targets, they'll get 100% on their activity scorecards. If they hit their targets on their weekly or monthly objective scorecards, they'll get 100% on their objective scorecards. If historical performance stays consistent or improves with coaching, you're on track to meet your goals!