Leadership · For Retailers & Brands

Execution Scorecards

See the floor before the P&L does.

What is execution scorecards?

An execution scorecard is a daily view of how each store and region sells, built from consented in-store conversations, covering playbook adherence, objections, competitor defence, lead capture, follow-up and offer accuracy, so a problem appears as a skipped step in week one rather than a revenue miss in month three.

Also searched as: store scorecard, sales execution dashboard, multi-store performance management. Part of the Network Performance use case.

A regional head manages forty stores through a report that describes last month. Execution Scorecards describe this morning. One number per store and region for how the floor is selling, built from every conversation and comparable everywhere, so the trend shows up in the conversations weeks before it shows up in the numbers.

The blind spot

Execution is the thing leadership is responsible for, and it is inferred from outcomes that lag it by a month. When a store's conversion slips, the cause is investigated afterwards, by visiting, and the visit sees one day. The floor is managed through a rear-view mirror.

Comparing stores is harder still. Footfall, catchment and stock all differ, so a revenue table rewards location as much as selling. There has never been a fair way to say which store is executing better, only which one is billing more.

What changes

Every store gets one number for how it is selling, on one standard, updated daily.
The number has reasons. When it moves you see which part of the conversation moved it.
The morning starts with what changed: the stores and advisors that need attention today, not last month.
Every figure on the scorecard can be followed to the conversations behind it. A leadership question ends in evidence, not in a phone call to the store.

What you will know

How every store and region is executing, ranked, trended, comparable.
Why a score moved, in terms a store manager can act on this week.
What needs attention this morning, before the store opens.
Which stores are getting better and which are quietly sliding, weeks ahead of the sales report.

On the floor

A regional head watches one cluster's competitor defence slide for three consecutive weeks while conversion is still flat. She looks closer: a rival's exchange offer is being conceded to at two stores. The fix goes in the same week, using the answer from the best store in the region. Conversion never dips. Under the old report, the first signal would have been next month's numbers.

Questions this answers

How is each store executing right now, before it shows up in the sales report?
Can you compare two stores on execution, not just on revenue?

Frequently asked questions

Is the score fair to a low-footfall store?

It measures the quality of the conversations that happened, not how many. Coverage is shown beside it, so a high score on few conversations is visible for what it is.

Who sees what?

Each person sees their own floor. An advisor their scorecard, a store manager their store, a regional head their region, head office everything. Customers are anonymous at every level.

Can we take this into our own dashboards?

Yes. Everything exports at every level, and enterprise plans connect directly to your BI.