Sales · Performance Scorecard
Score the result and the way it was produced.
A 100-point scorecard for sales reps, managers, or a team-wide review: 80 points for measurable performance, 20 points for behavioral and process quality. Fill in the ratings below and your score updates automatically.
0.0/100
Not yet scored
0 of 15 metrics scored
0%
0.0Revenue / 40
0.0Pipeline / 25
0.0CRM / 15
0.0Execution / 20
5 Exceeds target
4 Meets target
3 Slightly below
2 Material gap
1 Major gap
0 Missing / not done
Measurable performance
80 PTS
Hard numbers: revenue delivered, pipeline built, and CRM discipline. What actually happened, evidenced by data.
Revenue 40 pts
| Metric | Target | Actual | Score (0–5) | Weight | Points |
|---|---|---|---|---|---|
| Quota attainment | 100% | SELECT id="s-r1" data-section="revenue" data-weight="15" | 15 | 0.0 | |
| New revenue closed | Monthly target | SELECT id="s-r2" data-section="revenue" data-weight="10" | 10 | 0.0 | |
| Win rate | Target % | SELECT id="s-r3" data-section="revenue" data-weight="10" | 10 | 0.0 | |
| Average deal size | Target $ | SELECT id="s-r4" data-section="revenue" data-weight="5" | 5 | 0.0 |
Pipeline 25 pts
| Metric | Target | Actual | Score (0–5) | Weight | Points |
|---|---|---|---|---|---|
| Qualified pipeline created | 3x coverage | SELECT id="s-p1" data-section="pipeline" data-weight="10" | 10 | 0.0 | |
| New qualified opportunities | Target count | SELECT id="s-p2" data-section="pipeline" data-weight="5" | 5 | 0.0 | |
| Stage progression speed | Benchmark | SELECT id="s-p3" data-section="pipeline" data-weight="5" | 5 | 0.0 | |
| Follow-up speed | SLA target | SELECT id="s-p4" data-section="pipeline" data-weight="5" | 5 | 0.0 |
CRM & discipline 15 pts
| Metric | Target | Actual | Score (0–5) | Weight | Points |
|---|---|---|---|---|---|
| CRM completeness | 100% | SELECT id="s-c1" data-section="crm" data-weight="5" | 5 | 0.0 | |
| Forecast accuracy | Target variance | SELECT id="s-c2" data-section="crm" data-weight="5" | 5 | 0.0 | |
| Activity hygiene | Target % | SELECT id="s-c3" data-section="crm" data-weight="5" | 5 | 0.0 |
Behavioral & process quality
20 PTS
How the results were produced. Rated 0–5 by the manager based on call reviews, deal walk-throughs, and observed behavior.
Execution 20 pts
| Metric | Target | Actual | Score (0–5) | Weight | Points |
|---|---|---|---|---|---|
| Discovery quality | 1–5 | SELECT id="s-e1" data-section="execution" data-weight="8" | 8 | 0.0 | |
| Value articulation | 1–5 | SELECT id="s-e2" data-section="execution" data-weight="4" | 4 | 0.0 | |
| Next-step clarity | 1–5 | SELECT id="s-e3" data-section="execution" data-weight="4" | 4 | 0.0 | |
| Objection handling | 1–5 | SELECT id="s-e4" data-section="execution" data-weight="4" | 4 | 0.0 |
Coaching questionnaire
Use in the 1:1 or monthly scorecard meeting. Keep answers short, specific, and evidence-based — the goal is root cause, not just a rating.
Pipeline & prospecting
Discovery & qualification
Deal execution
CRM & discipline
Coaching summary
Suggested review cadence
Weekly
Activity, pipeline, and next steps.
Monthly
Full scorecard and coaching review.
Quarterly
Goal reset and trend analysis.
This cadence works because scorecards drive action, not just reporting — weekly keeps deals moving, monthly keeps coaching honest, quarterly keeps targets realistic.
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