Rep Performance Scorecard Template
A single-page, stack-ranked view of every rep's activity, pipeline, and results, driven by a weighted composite score formula instead of a gut-feel ranking.
What's inside
- One-row-per-rep scorecard table (calls, emails, meetings, opps, pipeline $, win rate, revenue, quota attainment)
- Composite score formula (40% quota attainment / 20% win rate / 20% pipeline generation / 20% activity)
- Index normalization formula against team average
- Fully worked 5-rep example with calculated composite scores
- Copy-paste spreadsheet formulas (Google Sheets/Excel)
- Guidance on reading high-activity/low-score and low-activity/high-score patterns
A single-page, rolled-up view of every rep's activity, pipeline, and results — stack-ranked automatically by a weighted composite score instead of a gut-feel ranking.
The Scorecard (one row per rep)
| Rep | Calls | Emails | Meetings held | Opps created | Pipeline $ generated | Pipeline coverage ratio | Avg deal size | Win rate | Deals closed-won | Revenue closed | Quota attainment % | Composite score | Rank |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
Composite Score Formula
Composite Score = (Quota Attainment Index × 0.40) + (Win Rate Index × 0.20) + (Pipeline Generation Index × 0.20) + (Activity Index × 0.20)
Where each Index is the rep's raw value normalized against the team average: Index = (Rep's value ÷ Team average value) × 100
This means a rep exactly at team average scores 100 on that component; above average scores above 100; below average scores below 100.
Worked Example (5-rep team)
| Rep | Quota attainment % | Win rate | Pipeline generated ($) | Activity score (calls+emails, weighted) |
|---|---|---|---|---|
| A | 118% | 32% | $420k | 310 |
| B | 95% | 22% | $310k | 260 |
| C | 140% | 28% | $500k | 340 |
| D | 80% | 18% | $260k | 200 |
| E | 105% | 25% | $350k | 280 |
| Team avg | 107.6% | 25% | $368k | 278 |
Composite score for Rep A:
- Quota Attainment Index = (118 ÷ 107.6) × 100 = 109.7
- Win Rate Index = (32 ÷ 25) × 100 = 128.0
- Pipeline Index = (420 ÷ 368) × 100 = 114.1
- Activity Index = (310 ÷ 278) × 100 = 111.5
- Composite = (109.7×0.40) + (128.0×0.20) + (114.1×0.20) + (111.5×0.20)
- Composite = 43.9 + 25.6 + 22.8 + 22.3 = 114.6
Repeat for every rep, then sort descending — that sort order is your stack rank. No manager judgment call required to produce the ranking; judgment is reserved for interpreting why a rep landed where they did.
Spreadsheet Formulas (drop straight into Google Sheets/Excel)
Assuming data starts in row 2, columns: B=Quota%, C=WinRate, D=Pipeline$, E=Activity, team averages in row 20:
`` Quota Index: =(B2/$B$20)*100 Win Rate Index: =(C2/$C$20)*100 Pipeline Index: =(D2/$D$20)*100 Activity Index: =(E2/$E$20)*100 Composite Score: =(QuotaIndex*0.4)+(WinRateIndex*0.2)+(PipelineIndex*0.2)+(ActivityIndex*0.2) Rank: =RANK(CompositeScore, $CompositeScore$2:$CompositeScore$6, 0) ``
Reading the Scorecard — What It Does and Doesn't Tell You
- A high composite score with a low activity index signals someone winning efficiently — study their approach, don't just praise the number.
- A high activity index with a low composite score signals volume compensating for a ratio problem — pair this scorecard with the Activity-to-Outcome Ratio Tracker to find where the ratio is breaking.
- Stack rank is an input to a coaching conversation, not a verdict — it tells you where to look, not what happened.
How to use it
Drop your team's raw numbers into the scorecard table, apply the index and composite-score formulas (or paste the provided spreadsheet formulas directly), and sort descending for an automatic stack rank ahead of your pipeline or 1:1 review.