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CROUSE SALES LEADERSHIP · WEEKLY WORKING TOOL

Know the numbers.
Lead the next step.

WEEKLY SALES SCORECARD
01 / PERFORMANCE & FORECAST

A practical review for B2B service teams. Start with the facts, focus on the gaps, and leave with clear ownership. Set targets from your business—not someone else’s benchmarks.

Suggested 30-minute rhythm 5 min: numbers & forecast · 12 min: priority deals · 8 min: coaching & customer risk · 5 min: commitments

01 / Weekly performance

One owner per measure · Same definitions every week
MeasureOwnerTargetLast weekThis weekChangeStatus
Discovery meetings held# · At least target—No data
New qualified opportunities# · At least target—No data
Qualified pipeline created$ · At least target—No data
Proposals delivered# · At least target—No data
New business booked$ · At least target—No data
Expansion business booked$ · At least target—No data
Customer revenue lost¹$ · At most target—No data
Booked gross margin²% · At least target—No data

Status compares this week with your target. Blank = no data; zero is a real result. Change = this week minus last week (percentage points for margin). ¹ Use one consistent value basis for lost customers, such as annual recurring revenue. ² Use your finance-approved gross-margin definition. Bookings are signed business, not recognized revenue.

02 / Current-month outlook

Use the same booking-value basis in every field
Goal achieved—
Gap to goal—
Projected month-end—
Gap after commit—

Remaining commit = open deals you expect to sign this month based on buyer-confirmed evidence. Exclude already booked deals. Projection = booked + remaining commit; it is not a guarantee.

Nick Crouse · nickjcrouse@gmail.com · (508) 734-0532© 2026 Crouse Sales Leadership · 1 / 2
CROUSE SALES LEADERSHIP · TURN INSIGHT INTO ACTION
02 / DEALS, PEOPLE & FOLLOW-THROUGH

03 / Three opportunities that need leadership

Choose stalled, high-impact, or at-risk deals
01
02
03

04 / Coach the person. Protect the relationship.

Make the support specific

05 / Three commitments for next week

Begin the next meeting by checking these
#Specific actionOwnerDueWhat “done” looks like
1
2
3
Lead with curiosity. Be clear about expectations. Follow through.© 2026 Crouse Sales Leadership · 2 / 2
How to use the scorecard and calculations
  1. Update the numbers before the meeting. Agree on qualification criteria, time periods, booking value, and a single owner for every metric.
  2. Review exceptions instead of narrating every number. Record the decision needed and move to the opportunities where leadership can help.
  3. Use the coaching section for a specific behavior and an observable next step. Discuss sensitive individual feedback privately.
  4. Download your entries after the review. Load the file next week and transfer “this week” to “last week” manually. The tool does not maintain a rolling history.

Target rules: all rows are “at least target” except customer revenue lost, which is “at most target.” Zero targets are supported. No universal thresholds or industry benchmarks are assumed. Missing inputs produce a dash rather than a fabricated result. Monthly goal achieved = booked ÷ goal × 100; a zero goal has no percentage. Gaps cannot be negative.

For printing, choose US Letter, landscape, and default scale. The layout is designed for two pages at normal entry lengths; long notes may add pages.

Template inspiration and sources

This original Crouse Sales Leadership worksheet draws on recurring practices in published sales tools: clear metric ownership, target comparisons, pipeline evidence, and action accountability. It is not an official template or endorsed product of the organizations below.

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