1

Team Quota Attainment

Aggregate quota performance of the team. Distribution of attainment across reps.

Exceeds

Team hits or exceeds aggregate quota. Attainment is distributed—more than 70% of reps are at 90%+.

Meets

Team hits aggregate quota. Some variance across reps but no consistent underperformers.

Below

Team misses quota. Attainment is concentrated in top performers, with underperformers pulling the average down.

Example review phrases

  • "Team hit 112% of quota in H2—and 8 of 9 reps were above 90%. Not a top-performer-carried result."
  • "Aggregate quota was met, but 4 of 8 reps were below 80%. The top 2 are carrying the team."
2

Coaching Quality

Frequency and effectiveness of coaching conversations. Rep skill development outcomes.

Exceeds

Reps improve specific, observable skills quarter over quarter. Coaching is tied to deal data and call recordings, not impressions.

Meets

Regular 1:1s with deal reviews. Reps receive feedback. Coaching is constructive.

Below

Coaching is infrequent or generic. Reps don't cite their manager as a development resource.

Example review phrases

  • "Three reps explicitly said their call quality improved because of their manager's discovery coaching—unusual for reps to credit the manager that specifically."
  • "Coaching conversations are frequent but tactical—focused on deal status rather than skill development."
3

Forecast Accuracy

Accuracy of team forecast at the weekly and quarterly level.

Exceeds

Forecast is within 5% of actuals consistently. Understands which deals are real and which are aspirational.

Meets

Forecast is within acceptable variance. Major misses have explanations.

Below

Forecast is consistently optimistic or unpredictable. Surprises are frequent.

Example review phrases

  • "Q3 commit was $1.82M, closed $1.91M. Q4 commit was $2.1M, closed $2.05M. The most accurate forecast in the sales org."
4

Rep Development & Retention

Growth and progression of reps on the team. Attrition management.

Exceeds

Multiple reps promoted or expanded into new roles. Attrition is below team average. Reps seek to join this manager's team.

Meets

Reps are generally developing. Attrition is at team average. Career conversations happen.

Below

Stagnant rep development. Above-average attrition. Career development conversations are infrequent.

Example review phrases

  • "Two SDRs promoted to AE under their management in 12 months—and both are in the top quartile of their new class."
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Where do these examples come from in real reviews?

Most managers write performance reviews from memory—limited to what they personally observed. Confirm surfaces behavioral evidence from across the organization: who relied on this person, what they drove, how their impact extended beyond their direct manager's line of sight. Reviews written with Confirm's data are more accurate, more defensible, and faster to write.

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