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Improve sales using sale rep scorecards

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How to improve sales performance by creating sales rep scorecards. Full post on http://www.datadrivensalesmanagement.com

Published in: Business, Technology
  • Nice straightforward model right in line with what I believe. Also a nice visual to to use for rep reviews.
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Improve sales using sale rep scorecards

  1. 1. IMPROVING SALESPERFORMANCE USINGSALES REP SCORECARDSHttp://www.DataDrivenSalesManagement.com Copyright Swayne Hill, 2012
  2. 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. 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. 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
  5. 5. INTERPRETING THESALES REP SCORECARD Copyright Swayne Hill, 2012
  6. 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. 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. 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. 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. 10. Interpreting The ScorecardInvest, 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 1Terminate, 0 Copyright Swayne Hill, 2012 Warn, these cut your ones will drag losses YTD % of Sales Target the team down Copyright Swayne Hill, 2012
  11. 11. IMPROVING SALESPERFORMANCE USINGSALES REP SCORECARDSHttp://www.DataDrivenSalesManagement.com Copyright Swayne Hill, 2012

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