# 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.

Free template for sales managers. Topic: [Metrics, Analytics & RevOps](https://www.peerlab.ai/library/topic/metrics-analytics-revops/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/rep-performance-scorecard-template/

## 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.

## 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.