1. FOUR WAYS TO IMPROVE &
ANALYSE YOUR SALES
PERFORMANCE SCORECARD
EFFECTIVELY
Andre J. Vonk MBA

2. Individual Sales Rep. Scorecard
 FY ‘14 Q1 Sales Scorecard: Rick Manfield
Measure Target Weight Result Q1
Score
Sales €200K 1.0 70% 7.0 *
Pipeline €500K in 90-days pipeline 0.5 65% 3.3
Velocity €500 / day 0.2 60% 1.2
Activities 2 demos / day 0.2 100% 2.0
Bus. Dev. 25% of pipeline 0.1 50% 0.5
PERFORMANCE 7.0 *
EFFECTIVINESS 7.0
**
**

3. Sales Team Scorecard Summary
Name Performance Effectiviness
Rick 7.0 7.0
Sam 3.0 3.0
Ahmad 4.0 6.0
Hassan 9.0 2.0
Ibrahim 3.0 8.0
Peter 5.0 3.0
Rob 9.0 9.0
Q1- 2014

4. Sales Team Scorecard Dashboard
0 1 2 3 4 5 6 7 8 9
10
012345678910
Rick
Sam
Ahmed
YTD%ofSalesDriversTarget
YTD % of Sales Target
Hassan
Ibrahim
Peter
Rob
Q1-2014

5. Review the scorecard analysis
Q1-2014

6. 0 1 2 3 4 5 6 7 8 9
10
012345678910
Sam
YTD%ofSalesDriversTarget
YTD % of Sales Target
T
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.
Bottom left
Q1-2014
Sales Team Analysis Scorecard Dashboard

7. 0 1 2 3 4 5 6 7 8 9
10
012345678910
Rick
Sam
Ahmed
YTD%ofSalesDriversTarget
YTD % of Sales Target
Hassan
Ibrahim
Peter
RobTop Left
These Sales Rep’s are doing the
right things but not yet producing
sufficient Sales results. 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.
Q1-2014
Sales Team Analysis Scorecard Dashboard

8. 0 1 2 3 4 5 6 7 8 9
10
012345678910
Rick
Sam
Ahmed
YTD%ofSalesDriversTarget
YTD % of Sales Target
Hassan
Ibrahim
Peter
Rob
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 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.
Q1-2014
Sales Team Analysis Scorecard Dashboard

9. Sales Team Analysis Scorecard Dashboard
0 1 2 3 4 5 6 7 8 9
10
012345678910
Rick
Sam
Ahmed
YTD%ofSalesDriversTarget
YTD % of Sales Target
Hassan
Ibrahim
Peter
Rob
Top Right
Of course, this is where you
want everyone, making their
Sales numbers and doing all
the right things. These Sales
Rep’s should be publicly
rewarded and more highly
compensated. These are
probably your top performers.
Q1-2014

10. 0 1 2 3 4 5 6 7 8 9
0123456789
Rick
Sam
Ahmed
YTD%ofSalesDriversTarget
YTD % of Sales Target
Hassan
Ibrahim
Peter
Rob
Q1-2014Action Team Scorecard
Dashboard
Invest;
give them
more time
to develop
Terminate;
Cut your
losses
Reward;
top
performers
Warn;
these ones
will drag
the team
down

11. Afterword
* Each and every Sales business, has his own Sales Driver
Targets.
* Review the ones that for your business will benefit a steady grow
for the company and Sales rep’s.
* Don’t set more than 4 to 5 Sales Driver Targets. This avoid a
lack of focus.
Andre J. Vonk MBA