Sales manager scorecard: the Management Coverage Score (free)

The Welivo Management Coverage Score measures what a sales manager did for their team, not what the team sold. It takes eight measures, such as one-to-ones held, reps coached, and promises kept as confirmed by the rep, and turns them into one number out of 100. It is free to use, and it needs only counts you already have.

Download the scorecard

Scoring spreadsheetExcel. Type the counts and it works out the score and the band. Includes a worked example.Download (.xlsx)

One-page scorecard, WordEditable. For one manager and one period. No email address needed.Download (.docx)

One-page scorecard, PDFFor printing and filling in by hand.Download (.pdf)

Prefer Google Sheets? Upload the Excel file to Google Drive and open it with Sheets. The formulas carry over.

The eight measures

Every measure is a share: a count divided by a total. Count over the last four weeks, except retention, which uses 12 months. The weights add up to 100, and commitments kept carries the most because it is the measure managers are least used to being held to.

#	Measure	What to count, and a suggested target	Weight
1	One-to-one coverage	The share of scheduled one-to-ones that were actually held, over the last four weeks. Target: 90% or more. Weekly for reps under target, fortnightly for the rest.	15
2	Coaching coverage	The share of reps with at least one logged coaching event in the last four weeks. A call review, deal review or side-by-side counts. Target: Every rep, every four weeks.	15
3	Commitments kept	The share of the manager's own commitments to reps that the rep confirms were kept. The rep's answer counts, not the manager's. Target: 90% or more.	20
4	Support for reps behind target	The share of reps below target who had coaching within 14 days of falling behind. Target: Every rep behind target, within 14 days. Leave blank if nobody is behind.	15
5	Ramp support	The share of scheduled ramp-up reviews for new starters that were held on time. Target: All of them. Leave blank if there are no new starters.	10
6	Feedback frequency	The share of reps who received recorded feedback in the last 30 days. Target: Every rep, every month.	10
7	Team retention	The share of reps at the start of the last 12 months who are still in the team. Leavers the manager could not influence can be left out, with a note. Target: Judge against your own history. Retention has many causes, which is why the weight is low.	10
8	Reps not waiting on the manager	The share of reps with nothing overdue from the manager, meaning nobody has waited more than seven days for something promised or asked for. Target: Nobody waiting more than seven days.	5

The targets are our judgment, not research. They come from running sales floors, and they are meant as a starting point for your own. No benchmark data supports them yet. If your team works differently, change them and keep the change the same every month.

How the score works

Count each measure for one manager over the period. Most of it is in your calendar, CRM and coaching notes. Commitments kept needs the rep's answer.
Divide the count by the total to get a score out of 100 for each measure.
Multiply each score by its weight and add them up. Divide by 100. That is the Management Coverage Score.
Leave out any measure that does not apply, such as ramp support when there are no new starters. Divide by the weights you used instead.

Suggested bands: 85 or more is well covered. 70 to 84 has gaps to close. 50 to 69 is thin cover. Under 50 means cover is failing. Treat a manager's score as a conversation starter and a trend, never as a verdict on one month.

A worked example

This is an example with made-up figures for one manager with eight reps. It is not a benchmark.

Measure	Count	Out of	Score	Weight	Points
One-to-one coverage	28	32	87.5	15	13.12
Coaching coverage	6	8	75.0	15	11.25
Commitments kept	17	24	70.8	20	14.16
Support for reps behind target	2	3	66.7	15	10.01
Ramp support	3	4	75.0	10	7.50
Feedback frequency	7	8	87.5	10	8.75
Team retention	7	8	87.5	10	8.75
Reps not waiting on the manager	6	8	75.0	5	3.75
Management Coverage Score				100	77

The score is 77, which is "gaps to close". The useful part is not the number but where the points are lost. The lowest measure is support for reps behind target, at 66.7: one of the three reps behind target had no coaching within 14 days. That is the one thing to change this week. Commitments kept is next, because the manager made 24 promises and the reps confirmed 17.

It also shows why the rep's answer matters. If the manager had scored their own commitments, the number would probably read higher, and nobody would learn that seven promises were not confirmed as kept.

Use it, adapt it, teach it

The score is free for anyone to use. If you are a sales trainer, a recruiter, a RevOps lead or a consultant, put it in your workshop, your deck or your next conversation with a sales director. Change the weights if your business is different. If you share it, please credit it as:

Welivo Management Coverage Score, welivo.co.uk/sales-manager-scorecard/

Doing this by hand works, and it is how most teams start. The weak point is the data entry: managers have to log their own coaching and ask each rep, every week, and that is the part that slips. Welivo collects the underlying counts as the week goes on, including the rep's confirmation, and shows them on the Monday team sheet. If you want to see that, book a 20-minute demo.

The score sits alongside our sales one-to-one template, the coaching log and the manager follow-through rate. A manager with a low score is also the manager most likely to be exposed by the January 2027 unfair dismissal changes, because the record of support is what a fair process rests on.

Common questions

What is a sales manager scorecard?

Most sales scorecards score the rep: quota, activity, conversion. A sales manager scorecard scores what the manager did for their team: how often they met each rep, who they coached, whether they kept the promises they made, and whether anyone was left waiting. The Management Coverage Score is one version, built from eight measures.

How is the Management Coverage Score calculated?

Each of the eight measures is a share, such as one-to-ones held out of one-to-ones due, turned into a score out of 100. The final score is the weighted average. The weights are published above and add up to 100. If a measure does not apply, for example there are no new starters, it is left out and the other weights re-balance. The spreadsheet does the arithmetic.

What is a good Management Coverage Score?

We suggest 85 or more is well covered, 70 to 84 has gaps to close, 50 to 69 is thin cover, and under 50 means cover is failing. These bands are our judgment from running sales floors. They are not research benchmarks, and no data supports them yet. Compare a manager with their own score last month before you compare managers with each other.

Why does the rep confirm the manager's commitments?

If the manager marks their own homework, the score measures how they remember the week. The rep's answer is the only independent record of whether the help happened. It is also the evidence that holds up if a performance process is ever challenged. Where you cannot ask the rep, record that the measure is the manager's own account.

Can I change the weights?

Yes. The weights in the spreadsheet are editable, as long as they add up to 100. If your team has no new starters, or retention is outside the manager's control, change the weights and note why. A score is only useful if the same weights are used every time.

Can I use the score in training or my own materials?

Yes. It is free to use, adapt and teach. If you share it, please credit it as: Welivo Management Coverage Score, welivo.co.uk/sales-manager-scorecard/.

See your Monday team sheet

Twenty minutes with the team. Bring your team structure, we show you what your managers' follow-through would look like.

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