Salespeople, who score when they close a sale, now have another way to track their scores.
Sales performance platform LevelEleven announced the launch today of a dynamic Scorecard. It brings onto one mobile screen the latest standing on several pieces of Salesforce-based data that define whether that person’s sales efforts are hitting the mark.
The indicators include new business meetings, new sales pipeline, making calls, or closing deals. A sales rep can set goals for each to determine if they’re above or below their own — and their manager’s — expectations.
“It’s like a Fitbit for sales,” CEO and founder Bob Marsh told VentureBeat — although the comparison implies that this kind of performance report card could someday take life as a wristband.
“It’s an ongoing KPI Manager,” he added, referring to key performance indicators.
If the categories seem somewhat on the duh! side — after all, isn’t having new business meetings and keeping the sales pipeline full what a salesperson does? — Marsh noted that “salespeople don’t have good visibility [about how well] they are actually doing” those things.
In addition to top-level tracking of these key indicators, the Scorecard user can drill down to specific metrics. New Business Meetings, for instance, can show goal versus actual, as well as the number of meetings competing salesfolk have generated.
Some sales reps reportedly are reluctant to enter their ongoing pipeline data into Salesforce because their sales manager will bug them about this unclosed deal or that one. In fact, at least one software vendor, AppMesh, is making a business out of providing an off-the-books record where sales reps can keep their opportunities — with only the best prospects migrating to Salesforce.
Marsh disputed that many salespeople felt that way, or that LevelEleven’s Scorecard — which he said is unique among sales performance platforms — just gives a manager an easier way to gripe about more things.
“The manager has access to this data anyway,” he said. Except that now it’s easier, Marsh said, to see when a metric might be underperforming and needs a boost like a leaderboard or an incentive.