The above metrics all focus on the results generated by your sales team as a whole. But what about the metrics tied to individual performance?
A sales scorecard is a simple tool to track individual salesperson efficiency and performance tied to the team’s goals. It gives you ongoing insight into your reps' progress and identifies opportunities for coaching and further enablement.
Scorecards are also a great tool to keep team members accountable, highlight and reward top performers, and gamify your processes to create healthy competition. Beyond just setting individual goals, tracking sales activities leads to higher sales team performance which improves overall efficiency and positively impacts the bottom line.
Here we’ve included examples of simple scorecards for different roles in the sales organization:
- Sales Development Rep (SDR) / Business Development Rep (BDR)
- Account Executive (AE)
- Business Development Manager (BDM)
(This is dynamic☝️click on the relevant tab to see each scorecard)
While it helps to see examples from others and there are many sales scorecard templates online, it’s important that your scorecard is made up of the right elements for your team.
Performance metrics are different for every company, but they all have one thing in common: they drive your team. Make sure whatever you select for your scorecard is meaningful for your team, and each role has a scorecard reflecting their performance.
For more guidance see “How to create a sales scorecard - the sales leaders guide”.