AE Scorecard: Marcus Vance — Q3 Performance & Coaching Diagnosis

Slack Coaching Alert: Rep Performance Shift

Hi Marcus,

I’ve pulled together our performance data ahead of tomorrow’s 1:1. Your core outreach volume remains solid, but your overall performance score slipped to 72% this week primarily due to mid-stage deal velocity and stalled pipeline.

Specifically, the Umbra Holdings expansion deal ($1.2M) has been sitting in Stage 3 for 18 days without a confirmed next step. While your technical discovery with Elodie Lindqvist went smoothly, our MEDDPICC check indicates we still lack explicit alignment with their CFO on payback timing.

During our session tomorrow, let's focus on two priorities:
1. Mapping out a direct line to Umbra's Economic Buyer.
2. Roleplaying the commercial proposal framework for multi-site robotics rollouts.

Please bring your draft mutual action plan for Umbra Holdings so we can finalize it together.

Best,
Sarah Jenkins
VP of Global Sales, Apex Automation

Prep & Agenda for Our 1:1: Umbra Holdings Strategy & Q3 Pipeline

Marcus Vance

1:1 Coaching Brief: Marcus Vance & Umbra Holdings Strategy

Analyzing the manager request for Marcus Vance. Querying Salesforce for live pipeline, activity records, and deal execution details on key opportunities like Umbra Holdings.

Retrieved 6 active Q3 deals including Umbra Holdings ($1.2M), quota attainment pace at 72%, coverage at 2.4x, and 18 days of inactivity logged on Umbra.

Loaded prior 4 snapshots. Previous score was 152/200; current run calculates to 144/200 (-8 pts / Declining trend).

Calculating domain weighted scores, applying AE rubric rules, and formulating 1:1 coaching directives focused on securing Economic Buyer access at Umbra Holdings.

Here is the performance scorecard and coaching diagnosis for Marcus Vance based on live CRM data and recent trend history:

### AE Scorecard: Marcus Vance — Q3 Performance & Coaching Diagnosis

| Domain | Score / Max | Status & Signal | Root Cause & Action |
| --- | --- | --- | --- |
| Pipeline & Activity | 38 / 50 | Quota gap 72% \| Coverage 2.4x | Activity on pace; low conversion on mid-stage opportunities |
| Deal Execution | 27 / 45 | MEDDPICC partial \| Umbra Holdings stalled 18 days | Single-threaded with Elodie Lindqvist; missing Economic Buyer |
| Commercial Skills | 32 / 40 | Discovery strong \| Closing friction | Skill gap: struggles with multi-site ROI framework negotiation |
| Process & CRM Hygiene | 18 / 30 | Stage mismatch \| Missing next steps | CRM hygiene lag; deal stages override default probability |
| Mindset & Coachability | 29 / 35 | High prep \| Excellent feedback adoption | Coachability strong; highly receptive to targeted deal reviews |
| Overall Health Score | 144 / 200 | 72% (Trend: -8 pts / Declining) | Diagnosis: Skill/messaging gap — Focus 1:1 on Umbra account strategy |

Please review this scorecard and coaching diagnosis before your 1:1. Ready for your approval to send the brief to Marcus or post the coaching alert to Slack.

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