[Company Name]

Sales Effectiveness Scorecard

[Date]
Model key
Numbers in white cells should be entered by user.
Numbers in gray cells are calculations that generally should not be altered.

Pipeline bookings revenue summary

[Month]
Month-to-date

Beginning of period
Adds/upward adjustments
Less:
Sales
Removals/losses
Downward adjustments
End of period

[Year]
Year-to-date

$950,000
100,000

$800,000
700,000

50,000
100,000

400,000
200,000

$900,000

$900,000

Pipeline opportunities summary

[Month]
Month-to-date

Beginning of period
Adds/upward adjustments
Less:
Sales
Removals/losses
Downward adjustments
End of period
Size of average opportunity in pipeline
Size of average sale (YTD)
Key sales metrics
Change in pipeline from prior month
Annual sales bookings target
Days of sales in pipeline
Pipeline coverage

[Year]
Year-to-date

16
2

17
8

1
1

6
3

16

16
$56,250
$66,667

($50,000)
$1,500,000
219
60%

Win-loss statistics
Number of deals won this year
Number of deals won against the competition
Percentage of competitive wins

6
4
66.67%

Number of deals removed from pipeline

Number of deals lost to competition
Competitive win rate

3
1
400.00%

Sales cycle time averages

Q1
Average days

Q2
125

Q3

Q4

Year-to-date
performance

Year-to-date
variance

120

Year-to-date
122.5

Sales representative performance

Sales representative

Annual quota

Year-to-date
quota

Darren Parker

$1,500,000

$650,000

$400,000

Totals

$1,500,000

$650,000

Q1
$300,000
100,000
($200,000)

Q2
$350,000
300,000
($50,000)

Annual variance

$400,000

($250,000)
$0
$0
($250,000)

($1,100,000)
$0
$0
($1,100,000)

Q3
$400,000
0
($400,000)

Q4
$450,000
0
($450,000)

Annual
$1,500,000
400,000
($1,100,000)

Sales performance vs. targets

Sales bookings targets
Actual sales
Variances

Bookings vs. Targets

$500,000
$450,000
$400,000
$350,000
$300,000
$250,000
$200,000
$150,000
$100,000
$50,000
$0
Q1

Q2

Sales bookings targets

Q3

Q4

Actual sales