The sales rep scorecard template for field sales: visits, coverage and next steps, scored per rep.

The sales rep scorecard template: one rep, one month

One row per metric. The manager sets weight and target once for the team; the actuals below are an example rep, replace them with your own.

The scale: 5 at 110 percent of target or more, 4 at 100 to 109, 3 at 90 to 99, 2 at 75 to 89, 1 below 75. In a spreadsheet with weight in C, target in D and actual in E, the three formulas are =E2/D2, =IF(F2>=1.1,5,IF(F2>=1,4,IF(F2>=0.9,3,IF(F2>=0.75,2,1)))) and =G2*C2. In Lead Mapper the actuals come from the visits on the map, so nobody types them in.

Why these seven metrics for a field sales rep scorecard

ZoomInfo advises two to five leading and two to five lagging indicators per role (pipeline.zoominfo.com, read 11 November 2026). This template has five leading and two lagging, because a field rep controls the visits and only influences the revenue. Each metric answers one question in the review, and Lead Mapper counts all seven from the visits in your CRM:

• Visits per route day: does the rep use the days on the road? A target of 6 sits between RepMove's average of "5.1 visits per day" for outside reps and Repsly's "7.32" visits per rep per day for U.S. field reps (repmove.app, repsly.com, read 11 November 2026). Lead Mapper counts every checked-in stop per route day.
• A accounts visited inside their rhythm: does the rep see the accounts that carry the territory? This is the metric the call-based templates cannot have. The rhythm comes from the call cycle template, and Lead Mapper shows overdue A accounts in red on the manager map.
• Visits with a booked next step: does a visit move the account? Lead Mapper asks for the next step when the rep closes the stop and writes it to the CRM.
• New accounts visited: does the rep prospect, or only farm? Lead Mapper puts businesses near the route on the map as prospects.
• Visits logged the same day: is the CRM true? Salesforce found that reps "spend just 28% of their week actually selling", with data entry among the tasks that eat the rest (salesforce.com, read 11 November 2026). A visit in Lead Mapper is logged as an activity the moment the rep checks in.
• Pipeline from visits and revenue against quota: did the activity pay? Both come from the CRM deals tied to the visited accounts.

Score a rep in 30 seconds

Weights and targets as in the template above.

Sales scorecard examples: three reps, one month

A sales rep review example works best with the team side by side. Three example reps with the same targets, all numbers invented for illustration:

Ranked on visits alone, Rep 2 wins and Rep 3 is last, and on a team of 40 every Rep 2 stays hidden. Ranked on the scorecard, Rep 3 comes first, and Rep 2's 61 percent coverage is the risk for next quarter. Lead Mapper shows this on the map: the visited and the overdue accounts of each rep, one color each.

The sales rep scorecard for a team of 20 to 100 reps

Seven metrics for 40 reps are 280 numbers every month. Pulled by hand from the CRM and a coverage spreadsheet, that is the day before every review. In Lead Mapper all 280 are counted from the visits already in the CRM, per rep and per territory, and a manager with five team leads sees every scorecard on one screen.

Three rules for that size:

• Same weights for everyone in the same role. Change a weight for one rep and the team view stops being comparable. Lead Mapper stores weights and targets per role, set by the manager.
• Coverage is measured against the rep's own territory. A rep with 160 accounts and a rep with 90 both get a percentage, not a count. Lead Mapper takes the account list from the territory assigned to each rep in the CRM.
• The review happens on the map, not in the spreadsheet. A low coverage score needs the missed accounts in front of you. In Lead Mapper one click on the score opens the rep's overdue accounts on the map.

Copy the template for this month's review, or connect your CRM: start the 7-day free trial. More: call cycle template, sales call report template, sales ride along checklist and sales territory plan.