I propose setting up a Salesforce-based scorecard system to drive weekly accountability and reinforce sales hygiene across the team. This scorecard will outline specific activities that each Sales Rep is expected to complete—such as updating opportunities, logging activities, tagging opportunity types correctly, and maintaining accurate MIO linkage. Each activity will carry a defined weight, and reps will earn points based on their adherence. For example, if a rep has opportunities without any logged activity, points will be deducted accordingly. The objective is to quantify day-to-day discipline and highlight behavioral gaps through a transparent and measurable framework. A weekly cadence will be established to generate and circulate these scorecards, ensuring that performance visibility remains consistent. Reps scoring less than 100% will be flagged, and their gaps will be highlighted for review and correction. Importantly, we recommend linking this scorecard to a portion of the incentive structure. While completing basic responsibilities shouldn’t warrant extra rewards, tying a small part of the incentive to scorecard compliance can be a highly effective way to address behavioral issues without overcomplicating the core incentive model. In short, this approach helps reinforce expectations, promotes consistency in Salesforce hygiene, and provides a structured mechanism for intervention when reps fall short.
