Sales Rep Scorecard Template and Team Performance Metrics
A sales rep scorecard puts each rep’s key numbers side by side: quota attainment (closed sales ÷ quota), win rate, average deal size, activities and pipeline coverage. Fill in up to six reps and get a ranked scorecard with team totals and highlights that you can print, save as PDF or paste into a spreadsheet.
Quota and closed sales are enough for a scorecard; the other columns appear when you fill them in. Works in any currency. Your draft is kept in this browser until you start over, and nothing you type leaves it.
Sales performance metrics and formulas
| Metric | Formula |
|---|---|
| Quota attainment | closed ÷ quota |
| Win rate | W ÷ (W + L) |
| Average deal size | closed ÷ W |
| Pipeline coverage | pipeline ÷ (quota − closed) |
W: deals won. L: deals lost. Closed: revenue from deals won in the period.
Example scorecard
| Rep: closed of quota | Attainment |
|---|---|
| Alex Kim: 168,000 of 150,000 | 112% |
| Maria Lopez: 141,000 of 150,000 | 94% |
| Sam Patel: 84,000 of 120,000 | 70% |
| Team: 393,000 of 420,000 | 93.6% |
Alex is on target with the highest win rate, 14 of 32 closed deals (43.8%). Maria is close at 94%, and her 27,000 of open pipeline covers the 9,000 she still needs 3 times. Sam is behind at 70%, with the lowest win rate (26.7%) and the fewest activities (410), so the coaching note pairs Sam with Alex on discovery calls.
Statuses
| Status | Attainment |
|---|---|
| On target | 100% or more |
| Close | 80–99.9% |
| Behind | under 80% |
Frequently asked questions
What should a sales rep scorecard include?
Start with the outcome, quota attainment: closed sales ÷ quota. Add the metrics that explain it: win rate, average deal size, activities and open pipeline. Keep it to five to seven numbers per rep so the scorecard leads to a coaching conversation rather than a spreadsheet review.
What are the most important sales team performance metrics?
Quota attainment, win rate, average deal size, sales cycle length, pipeline coverage and activity volume. Together they show whether a team sells enough, wins the deals it works, sells at the right size and has enough pipeline for the next period.
How do you calculate quota attainment?
Quota attainment = closed sales ÷ quota × 100. A rep who closes 141,000 against a 150,000 quota is at 94%. Team attainment uses the team totals: 393,000 of 420,000 is 93.6%, which is not the same as the average of the reps’ percentages.
How is win rate calculated?
Win rate = deals won ÷ (deals won + deals lost) for deals that closed in the period. Twelve won and twenty lost is 12 ÷ 32 = 37.5%. Leave open deals out, otherwise the rate looks lower while the pipeline is still being worked.
How often should I review sales performance?
Look at activities and pipeline every week, attainment and win rate every month and the full scorecard every quarter. Share each rep’s card with them before a one-on-one so the meeting is spent on causes and next steps, not on reading numbers.
Is my data stored anywhere?
No. The scorecard is built in your browser and the draft is kept only in this browser’s local storage until you press Start over. Nothing you type is sent to SalesBond or anyone else.
Related tools: commission and quota calculator, sales velocity calculator, meeting notes template. More on sales and running a sales team on the SalesBond blog and the home page.
Official sources
- Wikipedia, Performance indicator — choosing and using KPIs.
- Wikipedia, Balanced scorecard — scorecards that mix results and drivers.
- HubSpot, Sales Metrics — quota attainment, win rate and activity metrics.
Updated on Nov 6, 2026. This calculator is for information only and is not tax, legal or payroll advice. Statuses use fixed thresholds: on target at 100% of quota or more, close from 80%, behind below 80%. Adjust them to your own plan when you discuss the results.
