Four Tips to improve & analyse your Sales Performance Scorecard Effectively
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This document discusses how to effectively analyze sales performance scorecards. It presents an individual sales representative scorecard and a sales team scorecard summary. The sales team scorecard is displayed on a dashboard divided into four quadrants based on performance and effectiveness. Representatives in the top right quadrant are top performers who are making sales targets and doing the right activities. Those in the bottom left need improvement or risk termination. Representatives in the top left need coaching to boost sales results. Those in the bottom right could undermine the sales program if not addressed. The document recommends actions for each quadrant to improve performance.
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Four Tips to improve & analyse your Sales Performance Scorecard Effectively
- 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 theyre 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 Reps 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, theyre 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 theyre making money, but if you dont address this decisively, they will undermine your over-all Sales program. They need to get out of this quadrant, theyre either moving up or the minute they move to the left, theyre 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 Reps 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 reps. * Dont set more than 4 to 5 Sales Driver Targets. This avoid a lack of focus. Andre J. Vonk MBA