What is a Sales Rep Scorecard?
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 these sales 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 community of sales leaders has already done the hard work of creating and
testing these scorecard templates, now all you need to do is download one, customize
it for your team, and start tracking your team’s progress!
Sales rep scorecards allow you to weight activities by points and score reps on what they accomplish.
Scorecards give your sales reps 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 the sales scorecard templates 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 built-in,
useful 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. The scorecards consider that calls are more valuable
than emails, for example and the templates account for weighting 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.
In Ambition, we sync all of these activities from your full tech stack and everything is calculated
automatically via the integrations; however, these manual scorecard templates give managers and
directors a good starting point for developing 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, you'll work toward earning 100% on your Objective Scorecard. When reps are at 100 for activity,
but 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. These templates come directly
from these 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 leaders’ specialized processes,
allowing you to pick and choose which format works best for you and your team. Steal and use one of our
scorecard templates today!
How to create a sales scorecard 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. In this example, we will 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 either based on incremental increases from 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 sales scorecard.
Identify the objectives and 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 bench mark 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 that lead to these 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 “meetings set” template to
practice walking through it yourself!