Sales scorecard
A sales rep scorecard that shows which corner to coach first.
Eight scores out of 10, from the last 30 days of what they logged, against your team's median. The weakest one is called out, with the arithmetic beside it.
30 minutes. You choose the day and the time.
| Score | Out of 10 | Beside it |
|---|---|---|
| Consistency | 6.5 | Logged on 13 of the last 30 days (20 is a full month) |
| Momentum | 4.5 | 27 of 60 points this week |
| Prospecting | 8.0 | 48 calls and social touches (60 is a full month) |
| Reflection | 2.5 | 1 of the last 4 weekly reflections written. Weakest: coach this first |
Gut feel
Your view of a rep is mostly the last deal they closed
In your 1:1 you tell Daniel his month's slipped, and he says he's been flat out. You've got a feeling and he's got a story. Neither of you has the last 30 days in front of you.
01The month
See one rep's month at a glance.
You've got six 1:1s this week, and a few minutes before each. Each rep's file has a radar with eight scores: Consistency, Momentum, Production, Pipeline, Conversion, Prospecting, Servicing and Reflection. They're worked out from what the rep logged, so you've no form to fill in.
- Each score is out of 10
- The last 30 days
- One average at the top
- AverageAll eight scores, from what he logged5.1
- ProductionOut of 103.0
- PipelineOut of 105.0
- ConversionToo few to judge, so it sits at the midpoint5.0
- ServicingOut of 106.0
02The team
Compare each rep to your team's median.
A 5 for your newest rep means little until you know what the rest of your team is on. Your team's median sits behind each rep's shape, so you can see where they're ahead of the group and where they're short.
- Your team's median behind each rep
- Each rep's own scores drawn over it
- Point at a corner to light up its sum
- ConsistencyTeam median 7.06.5Short of the group
- ProspectingTeam median 6.08.0Ahead of the group
- ServicingTeam median 5.56.0Ahead of the group
- ReflectionTeam median 5.02.5Short of the group
03First
Know which corner to coach first.
You can't coach eight things in 30 minutes. The lowest score is called out as the one to start with. Ties go to the one listed first, so you always get one answer.
- The lowest score called out
- One place to start
- Pair it with the 1:1 card
- Reflection1 of the last 4 weekly reflections written2.5Weakest: coach this first
- ProductionNext lowest3.0
- Momentum27 of 60 points this week4.5
- A tieGoes to the one listed first, so one answer
04The sum
Defend any score out loud in a 1:1.
When a rep pushes back, you should be able to show the working. Every score has its sum beside it, in plain words: "Logged on 13 of the last 30 days (20 is a full month)." No model picks the score, so you can walk them through it.
- A plain sum beside each score
- Fixed rules, with no AI in the score
- The same rules for everyone
I've been flat out. Why a 6.5 for consistency?
Daniel Tan
And the rest
Goes well with
See which corner to coach first this month.
Bring the rep you're least sure about.
30 minutes. You choose the day and the time.
Before you score anyone
Worried a score will feel unfair to a rep?
You may not, for the two you sit next to. It helps with the ones you see less of, and it gives you a sum to point at when they disagree.
Reps don't see it, so it's yours to use as you like. Every score shows its sum, and a score with too little behind it sits at the midpoint rather than at zero.
No. The eight scores and their bars are fixed. If you need a weighted scorecard you build yourself, this isn't that.
Not all of them. Production reads a commission figure on closed deals, and Pipeline and Conversion read tiles with fixed names. A team with renamed tiles would see those sit low or at the midpoint.
There's no public price for Palby Sales Tracker yet, so you'll get a price for your team on the walkthrough.