Last Updated on July 6, 2021
A scorecard for sales reps is either an application or a document that keeps track of certain performance indicators regarding each and every member of the sales team that a company has in place. It is a tool that sales managers use to not only keep track of how the sales team is performing, but also to identify areas for improvement amongst sales reps. A sales rep scorecard may include metrics, such as close rates, opportunities created, calls, deals won, etc.
How are they used?
There are three main ways in which sales rep scorecards are used by sales managers. For instance, they are used as the basis for quarterly or monthly reviews, weekly team meetings, and for coaching sessions that are held one on one with members of the sales team. They act as a way of keeping track on how the sales team is progressing towards its targets, and as a way of highlighting those sales team members that are not performing at the level that they should be.
A good sales rep scorecard should be responsible for measuring production metrics, efficiency metrics, and other indicators, which makes sure that every member of the sales team is doing what it is that they need to be in order to meet their goals.
What performance indicators to include
A sales rep scorecard is there to help members of the sales team perform that much better. This is why it is important to look at the various different elements that make up the sales process so that it can be determined what performance indicators need to be included on a sales rep scorecard.
Where a scorecard is used for outbound Sales Development Representatives (SDRs) and Business Development Representatives (BDRs), the main performance indicators that should be included are opportunities accepted, opportunities passed up, meetings / demos set, connects, calls, emails sent out, contacts / leads sourced, accounts sourced, connects per opportunity, calls per opportunity, connect rate, calls per contact, contacts called, and emails sent out per contact.
Where a scorecard is used for inbound Sales Development
Representatives (SDRs) and Business Development Representatives (BDRs), the main performance indicators that should be included are sales opportunities, passed opportunities, meetings / demos set, connects, calls, emails sent out, contacts / leads sourced, accounts called, connects per opportunity, calls per opportunity, connect rate, contacts / leads called, emails sent out per contact, % of leads called.
Where a scorecard is used for an account executive, the main performance indicators that should be included are completion rate of demos, conversion rate of demos, sales velocity, sales cycle, average selling price, close rate, quota attainment, bookings, pipeline coverage, and opportunities created.
How to build?
Now that you know how a sales rep scorecard can be used and what performance indicators should be included on one, it is imperative that a company has the ability to build an effective one so that they can track members of their sales team. Click the link to see exactly How to Build a Sales Rep Scorecard.