Data quality score

Per rep, the share of CRM records passing ten checks on five fields: owner, close date, stage, activity date and account identifier, each for completeness and validity. Measures computed on a rep's data under a stated floor are shown greyed with the score beside them.

DefinitionPer rep, the share of CRM records passing ten checks on five fields: owner, close date, stage, activity date and account identifier, each for completeness and validity. Measures computed on a rep's data under a stated floor are shown greyed with the score beside them.

Per rep, per field

A team score of 78 is one rep at 41. The field pass rates say which field.

Greyed, not hidden

The number is shown with the score. The reader decides how much to believe it; the rep knows why it is grey.

How it is computed

Per rep, records passing a fixed set of checks divided by records checked: owner present, close date in the future for open deals, stage valid, last activity within a window, account identifier matched.

Example

Rep A has 120 open records and 111 pass all checks: 93 percent. Rep B has 95 and 58 pass: 61 percent, mostly close dates in the past. B's pipeline figure is not usable until they are fixed.

Where it goes wrong

Scored once as a clean-up project. Data quality decays weekly and needs to be a number each rep sees weekly.

Articles that use this term

Data quality and reconciliation

A CRM data quality scorecard: five fields, five checks, one number per rep

How to score CRM data quality from the export rather than from complaints: five fields that every coverage and pipeline measure depends on, owner, close date, stage, activity date and account identifier, the check for each, the completeness and validity rate per rep, why the score is reported beside the measures that depend on it, and the rule that a measure computed on data under a stated score is shown greyed.

16 Sept 20263 min read Territory, capacity and quota planning

Activity and outcome measures: which belong in compensation, and which do not

Why paying reps on activity measures produces activity and paying them only on outcomes produces sandbagging, the three tests a measure passes before it goes into a plan, the rep controls it, it cannot be gamed by logging, and it reconciles to a ledger, which coverage and outcome measures pass, which fail, the coverage-at-cadence exception that passes all three, and the identity that every credited dollar in a plan is a ledger dollar once.

16 Sept 20263 min read Coverage and territory

Coverage on a ten-account book: the whole arithmetic on one page

The complete coverage calculation worked on a book of ten accounts small enough to check by hand: the tiers and cadences, the activity log, which touches qualify, which accounts are covered at cadence, the coverage ratio by count and by value, the untouched list ranked by revenue, the roll-up identity, and the data quality score, so that a reader can reproduce every number and then run the same arithmetic on their own export.

16 Sept 20263 min read Coverage and territory

How to read a coverage table in ninety seconds: the three columns that matter

A reading guide for a sales manager opening a coverage table on Monday: the three columns to look at first, coverage at cadence, untouched revenue, and the data quality score, in that order, why the order matters, what a movement in each means, the two columns to ignore until the first three are read, the row to open, and the question to ask the rep before the one-to-one.

16 Sept 20262 min read How-to guides

Sales analytics KPI definitions: thirty measures on one page, each with its formula

Thirty sales and commercial measures defined in one sentence each with the formula, grouped by what they describe: coverage and activity, wallet and depth, retention and churn, pipeline and forecast, concentration and reporting, and data quality. Each links to a full definition. Written so that a team can adopt the definitions as its own, version them, and stop arguing about what a number means.

16 Sept 20264 min read Coverage and territory

Ten questions a chief revenue officer asks on Monday, and the list that answers each

The ten questions a CRO or sales VP asks at the start of the week, who is not working their book, which accounts are untouched, where is the base leaking, which reps are behind on pipeline, which deals keep slipping, what did we lose and to whom, who is winning without working, where are the reps overloaded, which new accounts are waiting, and what moved, each with the ranked list that answers it, the column it is ranked by, and the reason a dashboard cannot.

16 Sept 20262 min read