2. Individual Sales Rep Scorecard
FY12 Sales Scorecard: Sue Johnson
Quarter Measure Target Weight Result Q1 Score
Sales $200K 1.0 70% 7.0
Pipeline $500K in 90-Day Pipeline 0.5 65% 3.3
Velocity $500/day 0.2 60% 1.2
Q1 Activities 2 demos/day 0.2 100% 2.0
Biz Dev 25% of pipeline 0.1 50% 0.5
Performance 7.0
Effectiveness 7.0
Sales $450K 1.0 60% 6.0
Pipeline $500K in 90-Day Pipeline 0.5 90% 4.5
Velocity $500/day 0.2 50% 1.0
Q2 Activities 2 demos/day 0.2 50% 1.0
Biz Dev 25% of pipeline 0.1 30% 0.3
Performance 6.0
Effectiveness 6.8
Copyright Swayne Hill, 2012
3. Sales Team Scorecard Summary
Q1 2012
Performance Effectiveness
Sam 2.0 9.0
John 3.0 3.0
Sue 7.0 7.0
David 9.0 2.0
Charles 3.0 8.0
June 4.0 6.0
Fred 5.0 3.0
Jim 9.0 9.0
Tom 8.0 6.0
Copyright Swayne Hill, 2012
4. Sales Team Scorecard Dashboard
Team Scorecard Q2 2012
10
David Frank
9
Sue
8
Tom
7
James
YTD John
6
% of
Sales 5
0 1 2 3 4 5 6 7 8 9 10
Drivers 4
Target Tim April
3
Ian
2
1
0 Copyright Swayne Hill, 2012
YTD % of Sales Target
Copyright Swayne Hill, 2012
6. Bottom Left
• These are the people who are not making their Sales
numbers and they are not doing the right things. Their
days are numbered, staying in this quadrant for too long is
a signal they’re not in the right job.
Copyright Swayne Hill, 2012
7. Top Left
• These Sales Reps are doing the right things but not yet
producing bookings. They deserve your attention and are
great candidates for continued coaching. You should
expect to see steady progress to the right; in fact, they’re
the ones most likely to get to the upper-right quadrant
over time.
Copyright Swayne Hill, 2012
8. Bottom Right
• These people will bring you down. They are making their
numbers in spite of an unwillingness to do the right things.
Other people look up to them because they’re making
money but if you don’t address this group decisively, they
will undermine your over-all Sales program. They need to
get out of this quadrant, they’re either moving up or the
minute they move to the left, they’re gone.
Copyright Swayne Hill, 2012
9. Top Right
• Of course, this is where you want everyone – making their
Sales numbers and doing all the right things. These
Sales Reps should be publicly rewarded and more highly
compensated. These are probably your top performers.
Copyright Swayne Hill, 2012
10. Interpreting The Scorecard
Invest, give
them more Reward, top
time to performers
develop Team Scorecard Q2 2012
10
David Frank
9
Sue
8
Tom
7
James
YTD John
6
% of
Sales 5
0 1 2 3 4 5 6 7 8 9 10
Drivers 4
Target Tim April
3
Ian
2
1
Terminate, 0 Copyright Swayne Hill, 2012
Warn, these
cut your ones will drag
losses YTD % of Sales Target the team down
Copyright Swayne Hill, 2012