Using Sales Rep Scorecards Strategically

Use Sales Rep Scorecards Strategically

A highly functioning, successful sales team is a beautiful thing and a sales manager’s dream. Teams that are driving revenue and exceeding quota are confident and energized. Each salesperson feels like they’re one call or meeting away from their next huge win. That success breeds friendly competition and often spurs reps to smash quotas month after month.

Sales rep scorecards are an awesome tool for sales managers to get a clear picture of rep performance, both relative to themselves and other reps, over time. But aside from quantifying how everyone’s doing, what other benefits can a well-constructed scorecard give a manager looking to get the most from their team?

Let’s say you’re a manager preparing for your weekly one-on-ones. You’re using the Rekener Sales Rep Scorecard to understand how your team stacks up for KPIs like calls, meetings, opportunities created and bookings. With Rekener, you quickly compare key metrics across different cohorts to learn how team members are trending and who needs additional coaching.

Better yet, as part of your scorecard, you’ve created a single score that sums points awarded for a series of individual metrics. We’ve written before about the benefits of scoring reps to assess performance. But how can a scorecard help managers be strategic in their development of reps?

1. Highlight Drivers

Scorecards highlight the drivers behind every rep’s overall performance. Are your top scorers strong across the board or is their score mainly derived from a couple KPIs?

For those not at the top, create 30-60-90 day plans based on what needs improvement. There’s a story behind every rep’s score and examining the full picture allows you to find growth opportunities for everyone.

2. Take Action Quickly

Scorecards quickly identify downturns in specific activities and let you take action before they turn into a more persistent challenge that comes from bad habits.

Someone has had their connect rate decrease three weeks in a row, even as opportunities won have stayed consistent? Dig deeper during your weekly meetings to understand the reasons for the dip and get ahead of it before it turns problematic.

3. Find Peer-to-Peer Mentoring Opportunities

Scorecards highlight peer-to-peer mentoring opportunities. Are there reps who are awesome at getting connects or meetings? Are there others who need help with that? Partner your top performers in specific KPIs with those who aren’t performing as well for the same ones.

Through peer-to-peer mentoring, best practices are shared and new approaches are adopted. Additionally, it’s an awesome way to build team strength and unity.

Quantifying performance with a Rekener Sales Rep Scorecard is a huge step towards success, but it’s only the first step. Think strategically about your scorecard. Find each of your reps’ stories in the data and create action plans based on them. Get the entire team working at a high level and help foster an environment where every rep feels like they’ll win every deal. It’s a great feeling, it’s contagious, and Rekener can help you get there.

 

 

 

 

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John Byrne

John is a Senior BizOps Strategist at Rekener. Each day, John collaborates with Rekener customers to leverage the Rekener platform and drive deep business insights. A veteran of the technology startup space, John’s love for data storytelling helps sales, marketing, and ops teams see the big picture in a way that’s easily understood and actionable.

Sales Rep Scorecards

Rekener Sales Rep Scorecards is the quickest and easiest way to get all of your sales rep reporting done...period.

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