Sales Rep Scorecards

Everyone, every metric · click a column to sort, a name to open the scorecard · green = best on the board

Score (0–100) = Results 40 (PreQ ×1, Discovery ×2, Proposal ×3, Win ×8, per workday, scaled to the best rep) + Calling 35 (dials per day, connect rate up to 40%, talk minutes per day) + Discipline 25 (hours vs. 8 h target, on-time Online posts, complete check-ins, Online → first dial within 15 min). *Mtgs = meetings logged on the Sales Hub Daily Report.

Team vs. team

Next level: one to three moves per rep

Playbook: how to close more clients Stage by stage, from what is working on this team

Reach the owner

Gary connects on 46% of calls; the team averages about 30%. Owner-operators answer before 9:30am and after 4pm, so put your biggest dial blocks there and save research for midday.

“Hi, is Mike in? … Mike, it's Jenae with Just Web Agency in Orlando. Quick one about how roofers in Winter Park are showing up on Google.”

Get past the front desk

Ask for the owner by first name, give one specific reason, and if they're out, ask when to call back and log it as a follow-up with the time.

“When is he usually back in the office? I'll call him then.”

Turn a conversation into a PreQ

Most calls end in under a minute. Lead with a question about their business, not a pitch. When they say “send me an email”, offer two specific times instead.

“Happy to. It makes more sense with 10 minutes on screen. Thursday at 10 or 2?”

PreQ → Discovery

October had 52 PreQs but only 14 Discoveries. Book the Discovery before the PreQ call ends, send the calendar invite while they're on the line, and confirm by text the day before to cut no-shows.

Run a deep Discovery

Use the Discovery Sheet. Gary's CAT 6 call covered revenue streams, crew capacity, jobs per month and average ticket, and that's what made the proposal easy. New reps: bring your lead to your first Discoveries.

Proposal → Win

Book the proposal review before you hang up on Discovery, make sure the decision-maker attends, and agree a decision date. Lead with Phase 1 (website), then show the Phase 2 path (Local SEO, AI visibility, ads). Use a matching case study from the same trade.

“If this looks right, what would stop us from starting by the 1st?”

Log it the same day

The CRM shows dozens of PreQ, Discovery and Proposal moves in October, but the leaderboard counted one meeting. Every meeting goes on the Daily Report before the sign-off post, or it doesn't count here.

Keep the routine

Post Online with a plan and a dial goal, make the first dial within 15 minutes, keep lunch to an hour, and post the sign-off. Leads set the example.

The three criteria

1 · Discipline ClickUp AFK

2 · Calling Quo

3 · Results Sales Hub

Month over month

Stated hours vs. actual calling Each row is a workday. Wide band = AFK online → sign-off; thin bar = first → last Quo call.

AFK online windowQuo calling windowAfter "AFK mobile"Missing check-in or sign-off

Dials per month

Total dialsFirst-time contacts

Dials → wins

Talking points For the 1:1 — coaching first, then the wins to open or close on

Coaching notes

Wins to celebrate

Cheer

Daily log

How the numbers were built

Discipline (ClickUp #AFK). Online = the morning "Online" post; sign-off = the "AFK USA morning" post (or the last "AFK mobile" / last call if there is no sign-off, and the day is flagged). Breaks use the real gap from "AFK" to the next "Online" (stated length when there is no return post). Net hours = online → sign-off minus all breaks. Target = 8 h per workday, net of lunch. Where the morning "Online" post is missing, the first Quo call stands in and the day is flagged.
Calling (Quo). Dials, talk time, first and last call per day come from the Sales Hub daily dashboard, which ingests every Quo call by webhook. First-time contacts = companies called for the first time ever; follow-up calls = calls to companies already in the book. Ramp-up lag = first dial minus the "Online" post.
Results (Sales Hub). Connect %, meetings, proposals and wins come from the Performance leaderboard for the same dates (weeks run Monday–Sunday). "Pipeline moves" count each status change a rep made in the CRM that day (PreQ call, Discovery, Proposal, Closed) from the daily dashboard. The two can disagree: in October the leaderboard shows almost no meetings while the dashboard shows PreQ and Discovery moves, so meetings may not be getting logged on the Daily Report.
Scope. Joseph and Gary from Sep 1 (earlier months are left out); Jenae from Sep 2, Mandy from Sep 11, Imani from Sep 24, Katherine from Sep 30 (each rep's first AFK post or call). Holiday excluded: Sep 7. Team scorecards add up the lead and both members: dials, hours and meetings are summed, connect rate is weighted by dials, and the "typical" times are medians across every member-day.