Read your dashboard scorecard

The scorecard exists for one job: tell you who needs coaching this Monday.

Five minutes. Two reps. That’s the ritual.

The 6 metrics that drive every decision

Print the Scorecard Cheat Sheet and pin it next to your monitor. The full reference is there. This lesson teaches you the ritual of using it.

In short:

1. AI response time — system health (target: under 12s)
2. Continuation rate — your AI voice (target: 60%+)
3. Appointment book rate — AI’s closing (target: 25%+)
4. Show rate per rep — rep’s confirming (target: 70%+)
5. Won deals from AI per rep — rep’s closing (target: 8+/mo)
6. Stale pipeline per rep — rep’s discipline (target: under 10)

Metrics 1–3 tell you about the system. Metrics 4–6 tell you about each rep.

The Monday ritual — 5 minutes flat

Step 1. Sort by “Won deals from AI” descending.

Step 2. Identify the bottom 2 reps.

Step 3. Drill into each. Look at their show rate, stale pipeline, and recent conversations.

Step 4. Schedule a 30-min 1:1 with each. Use the Weekly 1:1 Agenda template — it does the structure for you.

Step 5. Move on. The rest of the team is healthy this week.

Why two and not five

You’ve got 8–12 reps and 60 hours a week. Coaching 5 is theater. Coaching 2 is real work.

The goal is to lift the bottom every week. By the third Monday, the previous “bottom 2” are mid-pack and the new “bottom 2” are different people. The team rises with the floor.

What good looks like

After three months of this ritual, your scorecard color-codes. Most reps are green. The bottom 2 rotate week to week. Your dealership-wide won-deals-from-AI per rep number climbs each month.

That’s a coaching system. It’s not magic — it’s discipline. Five minutes every Monday.

Mark complete and book the next thing on your track.