Sales5 min read · 2026-08-29
Measuring a remote sales rep: the weekly scorecard
Four numbers tell you whether a sales seat is working before revenue does.
Leading, not lagging
Closed revenue takes weeks to show. Activity and conversion metrics show within days whether the seat is on track.
The scorecard
- Speed to lead — minutes from inquiry to first contact.
- Follow-up compliance — share of leads touched on the agreed cadence.
- Lead-to-meeting rate — conversations that become qualified meetings.
- Pipeline created — value of new opportunities in the CRM.
Review rhythm
Review the scorecard weekly with call recordings. Most improvements come from fixing one step at a time — usually the first call.
Roles mentioned in this article