Rep scorecard dashboard recipe

RevOps, Business admin

Gong Forecast*

Deals > Dashboards > + New dashboard

Scorecard dashboards showcase the performance of individual sales representatives and sales teams against their targets.

Who’s it for

Reps will reference the dashboard to review their personal progress, while managers will monitor each rep's progress against the team.

What they’ll get

A clear view of personal and team achievements and areas for improvement, reviewed periodically during 1:1 weekly meetings.

What you need

To build this dashboard, you’ll need the following:

• Preset metrics:

  • Bookings ($)

  • Open pipeline ($)

  • Pipeline created ($)

  • Win rate ($)

  • Win rate (#)

• Custom metrics:

  • Coverage (#)

  • Gap to target ($)

  • ASP ($)

• Targets

  • Bookings

How to build it

Note:

This procedure requires permission to manage revenue analytics

To build the dashboard:

1. Build 6 KPI widgets:

   1. Booking attainment:

      

      1. Base the widget on a single metric - Bookings ($), measured against its target - Bookings.

      2. Set the date (close date) and team member (owner) to be taken from the dashboard.

      3. Filter deals by record type - New business or Upsell.

   2. Coverage:

      

      1. Base the widget on side-by-side metrics: Coverage (#) and Open Pipeline ($).

      2. Set the date and team member to be taken from the dashboard.

      3. Filter deals by record type - New business.

   3. Gap to target:

      

      1. Base the widget on a single formula metric - Gap to target ($).

      2. Set the date and team member to be taken from the dashboard.

      3. Filter deals by record type - New business or Upsell.

   4. Pipeline created

      

      1. Base the widget on side-by-side metrics: Pipeline created ($) and Pipeline created - AE ($).

      2. Set the date (close date) and team member (owner) to be taken from the dashboard.

   5. Win rate

      

      1. Based the widget on side-by-side metrics: Win rate ($) and Win rate (#).

      2. Set the date and team member to be taken from the dashboard.

   6. ASP:

      

      1. Base the widget on a single metric - ASP ($).

      2. Set the date (close date) and team member (owner) to be taken from the dashboard.

2. Build 5 custom charts:

   1. Booking performance over time:

      

      1. Base the widget on Booking ($).

      2. Filter deals by period - last 4 fiscal Qs and the current fiscal Q, and by record type - New business or Upsell.

      3. Break down the data by created date (fiscal quarters).

   2. Pipeline created performance over time:

      

      1. Base the widget on Pipeline created - AE ($).

      2. Filter deals by period - last 4 fiscal Qs and the current fiscal Q, and by record type - New business or Upsell.

      3. Break down the data by Created date (fiscal Qs) and by Deal status.

   3. Win rate performance over time

      

      1. Base the widget on Win rate ($).

      2. Filter deals by period - last 4 fiscal Qs and the current fiscal Q, and by record type - New business or Upsell.

      3. Break down the data by Created date (fiscal Qs).

   4. Average sales price performance over time

      

      1. Base the widget on ASP ($).

      2. Filter deals by period - last 4 fiscal Qs and the current fiscal Q.

      3. Break down the data by Created date (fiscal quarters).

   5. Lost deals by reason

      

1. Base the widget on Total lost ($).

2. Set the Date (close date) and Team member (Owner) to be taken from the dashboard.

3. Break down the data by Loss reason.

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*The features available to you depend on your company’s plan and your assigned seats.