Performance management
Scorecards, targets, and coaching priorities
Review each representative against activity targets and field outcomes. Illustrative sample data shows how a manager reads the week and decides where coaching helps most.
Doors knocked
Activity volume per rep
Estimates set
Booked from conversations
Jobs closed
Signed against quotes
Illustrative sample data
Targets versus actuals by rep
Each scorecard compares weekly targets with actual field production. All figures are illustrative placeholders, not live results.
Rep tier A
Doors knocked: 112 of 120
Activity is on pace. Estimates set: 18 against a target of 20. Conversion holds steady.
Coaching badge: Maintain. Focus on closing the last two estimates.
Rep tier B
Doors knocked: 86 of 120
Activity trails the target. Conversations are strong, but estimates set: 9 against a target of 20.
Coaching badge: Build volume. Add route time in high-density blocks.
Rep tier C
Doors knocked: 64 of 120
Volume is low and conversations are few. Estimates set: 3 against a target of 20.
Coaching badge: Reset. Pair with a senior rep on the opening script.
Conversion analysis
Where the funnel narrows
Diagnosing the bottleneck
Compare doorstep conversations with signed quotes at each step. A gap between conversations and estimates usually points to the pitch or the objection-handling stage. A gap between estimates and jobs sold points to follow-up and pricing discussion.
Coaching priorities by tier
Tier A: refine closing language on warm estimates. Tier B: increase doors per hour and tighten the opening. Tier C: rebuild the opening script and shadow a senior representative for one full block.