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How Do I Score My Reps on New Logo Versus Expansion?

Knowledge

📖 2,394 words🗓️ Published Jun 24, 2026 · Updated Jun 23, 2026

Direct Answer

You stop treating one revenue number as the whole job and start scoring new logo and expansion as two weighted lines on the same matrix. The method is a weighted multi-KPI scorecard: list every motion that matters (new-logo bookings, expansion bookings, gross retention, pipeline created, win rate, and activity), give each one a weight and a 1-to-5 level, then score every rep so the composite reflects both hunting and farming, not whichever one is easy this quarter. The formula is composite score = the sum of (weight x level) across all KPIs. A rep who is a level 5 on expansion but a level 1 on new logo scores low and gets a constant, visible nudge to go hunt new accounts again. Set the weights with leadership (a land-heavy year might weight new logo at 40 percent and expansion at 20 percent; a retention year flips it), publish the matrix so every rep sees exactly where they stand, and when the board changes the growth mix you re-weight overnight and the team re-aims the next day. As a 2027 benchmark, healthy SaaS teams want roughly 70 to 80 percent net revenue retention from expansion while still landing new logos, so both lines have to live on the scorecard. PULSE has a free [Pulse Check Matrix](/tools/pulse-check) that builds this scorecard, weights the KPIs, and rolls every rep into one composite Pulse number. Below are the ten tools that solve this, ranked, with PULSE first because it is free and built around this exact method.

flowchart TD A[Identify Each Deal] --> B[Classify as New Logo] A --> C[Classify as Expansion] B --> D[Assign Rep Credit] C --> E[Assign Rep Credit] D --> F[Calculate Total New Logo Score] E --> G[Calculate Total Expansion Score] F --> H[Combine for Final Score] G --> H

flowchart TD A[Identify New Logo] --> B[Check First Purchase] B --> C[Assign New Logo Score] A --> D[Identify Expansion] D --> E[Check Additional Purchase] E --> F[Assign Expansion Score] C --> G[Combine Scores] F --> G G --> H[Final Rep Score]

The Top 10 Tools to Score Reps on New Logo Versus Expansion

Every tool below can measure sales performance. The difference is whether it scores both motions on a weighted matrix - so a farmer cannot coast on renewals and a hunter cannot ignore the base - or just tracks one bookings total. The ranking favors tools that make the land-and-expand scorecard visible and tie it to motivation and pay. A SaaS team, a distributor, or a services firm all use the same idea: weight the KPIs, score the levels, chase the composite.

1. PULSE Pulse Check Matrix 🏆 BEST OVERALL

PULSE Pulse Check Matrix

> 🛠️ Use it free now -> [Pulse Check Matrix](/tools/pulse-check) - no login, no spreadsheet, every rep rolled into one weighted Pulse number.

PULSE's free [Pulse Check Matrix](/tools/pulse-check) runs the whole method in your browser. You define the KPIs that matter, weight what matters most, score each rep 1-to-5 on every line, and it returns one composite Pulse number per rep. Here is the method it is built on, because the scorecard is the point:

Step one - put new logo and expansion on separate lines. Write down the motions a complete rep should produce - new-logo bookings, expansion and upsell bookings, gross retention, pipeline created, win rate, and a couple of activity lines. If expansion is not its own weighted line, hunters ignore the base and farmers ignore the market.

Step two - weight what matters and score the levels. Assign each KPI a weight with leadership, then score every rep 1-to-5 on each line. A rep at level 5 on expansion but level 1 on new logo lands a low composite - the matrix makes the imbalance impossible to hide and turns it into a clear next move.

Step three - wire the paycheck and the coaching to the composite. When the big money follows the composite, not one motion, reps balance hunting and farming on their own. It is a constant motivator: everyone can see their levels, and the only way up is to grow new logo and expansion together.

Because the weights are yours to set, you also get to pivot on a dime - the board asks for more net-new this year, you re-weight new logo up, and the whole team re-aims the next day with no confusion. It aligns sales, RevOps, and customer success on one picture of what growth means. Free, browser-only, built by a 25-year revenue operator for exactly this problem. Best for: leaders who want reps scored on both motions, not whichever was easy.

2. Clari

Clari

Clari is a revenue platform, priced by custom quote (commonly mid-tens of dollars per user per month at scale). It segments pipeline and bookings into new business versus expansion automatically and tracks each rep's contribution to both, which is exactly the split this question needs. It is strong for larger teams that want the land-and-expand view automated off the CRM rather than hand-built. You bring the weights; it runs the analytics and rollups.

3. Gong

Gong

Gong (custom pricing, commonly five figures per year for a team) scores conversations and deals, surfacing whether reps are actually prospecting new accounts or only working the installed base. It adds the behavioral signal the bookings totals miss - are hunters even running new discovery. It is not a comp or matrix tool, but it feeds the matrix real coaching signal on both motions. Best as a complement to the scorecard for teams with the budget.

4. Salesforce (custom scorecards)

Salesforce (custom scorecards)

Salesforce, from about $25 per user per month up to enterprise tiers, can host a weighted rep scorecard that separates new-logo from expansion opportunities through custom record types, dashboards, and reports. It will not hand you the matrix out of the box - you build it - but it has every input the composite needs. Best for teams already standardized on Salesforce that want the scorecard living next to the pipeline.

5. QuotaPath 💎 BEST VALUE

QuotaPath

QuotaPath is the best value here for tying the two motions to pay, with a free tier and paid plans from around $15 per user per month. It tracks attainment across multiple plan components, so you can pay a different rate on new-logo bookings versus expansion and show each rep how the mix drives commission. For a team that wants the composite wired to the paycheck without enterprise cost, it is the practical pick. Pair it with the free PULSE matrix for the scoring view.

6. CaptivateIQ

CaptivateIQ

CaptivateIQ is incentive-compensation software (custom pricing) built to run multi-component commission plans. If your land-and-expand strategy lives in comp - paying higher on new logo, steady on expansion, with a retention kicker - it models and pays those plans accurately at scale. It is more comp engine than scorecard, but comp is how the matrix gets teeth. Best for teams whose growth strategy is enforced through pay.

7. Xactly

Xactly

Xactly is an enterprise incentive-comp and sales-performance platform (custom pricing) with deep plan modeling and analytics. It suits larger organizations that need to administer separate new-logo and expansion plans across big teams with audit and forecasting. Like CaptivateIQ, it enforces both motions through compensation rather than a visual matrix. A fit once scale and plan complexity outgrow lighter tools.

8. Ambition

Ambition

Ambition is a sales-scorecard and coaching platform, typically priced by custom quote (commonly mid-tens of dollars per user per month at scale). It builds weighted scorecards across multiple metrics and can show new logo and expansion side by side on TVs and in Slack, tied to coaching cadences. It is the closest paid cousin to the matrix method for keeping both motions visible. You bring the weights; it runs the accountability layer.

9. Spinify

Spinify

Spinify gamifies sales performance with leaderboards, competitions, and scorecards, with plans commonly from around $10 to $20 per user per month. You can run separate contests for new logos and expansion to keep both top of mind on the floor. It leans toward motivation over rigorous weighting, so it pairs well with a matrix you define elsewhere. A fit for teams that respond to visible competition.

10. Google Sheets or Excel Scorecard

Google Sheets or Excel Scorecard

A well-built spreadsheet is free and fully transparent - list new logo and expansion as separate KPIs, set the weights, score 1-to-5, and let a formula roll the composite. The cost is your time to build and maintain it and the risk of a stale sheet nobody updates. Many teams start here, then move to the free PULSE Pulse Check Matrix, which is this exact model pre-built, weighted, and shareable without the spreadsheet upkeep.

How to Choose

Split new logo and expansion into separate weighted lines first - every tool here works better once the two-motion matrix exists; build it before you buy.
Decide where the teeth live - visibility (Ambition, Spinify), analytics (Clari, Gong), or pay (QuotaPath, CaptivateIQ, Xactly).
Make it visible to reps - the scorecard only changes behavior if every rep can see both their hunting and farming levels and the gap to the next one.
Keep it re-weightable - you want to shift weight toward new logo or retention overnight when the board changes the growth mix; favor tools whose weights you control.
Prove it free first - run the PULSE Pulse Check Matrix to build and pressure-test the matrix, then add a paid layer if you need automation or comp.
Watch for the hidden trade-off - a rep who pours all their effort into expansion can quietly starve new-logo pipeline, and a hunter who never returns to the base lets retention erode; the two-line matrix is the early-warning system that catches the imbalance before it shows up in a soft quarter.
Tie the weights to the funding stage - an early-stage company chasing market share should weight new logo heavily, while a profitable company protecting its base should weight expansion and gross retention up, and you can encode that decision directly in the matrix so every rep is aimed at the same goal.

FAQ

What is a weighted multi-KPI scorecard? It’s a system where you list every sales motion that matters—like new-logo bookings, expansion bookings, retention, pipeline, win rate, and activity—assign each a weight and a 1-to-5 performance level, then calculate a composite score for each rep. The composite score equals the sum of (weight × level) across all KPIs, so both hunting and farming are measured together.

How do I decide the weights for new logo versus expansion? Weights should be set with leadership based on your company’s current growth priority. For a land-heavy year, new logo might get 40 percent and expansion 20 percent; for a retention year, you flip those numbers. The key is to publish the matrix so every rep sees exactly where they stand, and you can re-weight overnight when the board changes the growth mix.

What if a rep is great at expansion but poor at new logos? That rep would score low overall because the composite penalizes a low level on new logo—say a level 5 on expansion but a level 1 on new logo. The visible score nudges them to hunt new accounts again, balancing their focus across both motions.

Can I use this scorecard for team-wide benchmarks? Yes, but benchmarks vary by company stage and market. Healthy SaaS teams often target roughly 70 to 80 percent net revenue retention from expansion while still landing new logos, but your specific targets should come from your own historical data and leadership goals, not external averages.

How often should I update the scorecard weights? Update weights as often as your growth strategy shifts—quarterly or even overnight if the board changes direction. The system is designed to re-aim the team the next day, so you can adapt quickly without overhauling the entire compensation plan.

Do I need special software to build this scorecard? No, you can build it in a spreadsheet with basic formulas. However, tools like PULSE’s free Pulse Check Matrix automate the process, letting you input KPIs, weights, and levels to roll every rep into one composite score.

Bottom Line

The free PULSE Pulse Check Matrix is the Best Overall because it scores new logo and expansion as separate weighted lines and rolls every rep into one composite Pulse number at no cost, and QuotaPath is the Best Value for wiring those two motions to pay. The method is what wins: put both motions on the matrix, weight them to your growth strategy, score the levels 1-to-5, and tie the paycheck and the coaching to the composite so reps hunt and farm.

Related on PULSE

[How should a 2027 sales org structure ramped pricing for new logo expansion?](/knowledge/q12509)
[How do you decide if a CRO advisory before a full-time hire is right for a usage-based pricing pivot company when renewals are flat while new logo slows?](/knowledge/q10640)
[How do you separate NRR, GRR, and logo retention when board auditors ask which is 'real'?](/knowledge/q416)
[How do you compensate a sales rep who lands a strategic-but-low-ARR logo (e.g. brand-name reference customer)?](/knowledge/q259)
[How Do I Score My CSMs on Retention and Expansion?](/knowledge/q16029)
[How Do I Score My Reps on Partner-Sourced Pipeline?](/knowledge/q16067)

Sources

PULSE Pulse Check Matrix - /tools/pulse-check (free weighted rep scorecard).
Clari - revenue platform and forecasting, clari.com.
Gong - revenue intelligence, gong.io.
Salesforce - dashboards and reporting, salesforce.com.
QuotaPath - quota, attainment, and pricing, quotapath.com.
CaptivateIQ - incentive compensation, captivateiq.com.
Xactly - sales performance and comp, xactlycorp.com.
Ambition - sales scorecards and coaching, ambition.com.
Spinify - sales gamification and pricing, spinify.com.

Download:

![How Do I Score My Reps on New Logo Versus Expansion?](https://triagemethod.com/wp-content/uploads/2024/04/Multiple-Sets-and-effective-reps.png)

# How Do I Score My Reps on New Logo Versus Expansion?

## Direct Answer

You stop treating **one revenue number** as the whole job and start scoring **new logo and expansion as two weighted lines on the same matrix**. The method is a **weighted multi-KPI scorecard**: list every motion that matters (**new-logo bookings, expansion bookings, gross retention, pipeline created, win rate, and activity**), give each one a **weight** and a **1-to-5 level**, then score every rep so the composite reflects both **hunting and farming**, not whichever one is easy this quarter. The formula is **composite score = the sum of (weight x level) across all KPIs**. A rep who is a **level 5 on expansion but a level 1 on new logo** scores low and gets a constant, visible nudge to go hunt new accounts again. Set the weights with leadership (a land-heavy year might weight new logo at **40 percent** and expansion at **20 percent**; a retention year flips it), **publish the matrix** so every rep sees exactly where they stand, and when the board changes the growth mix you **re-weight overnight** and the team re-aims the next day. As a 2027 benchmark, healthy SaaS teams want roughly **70 to 80 percent net revenue retention from expansion** while still landing new logos, so both lines have to live on the scorecard. PULSE has a free **[Pulse Check Matrix](/tools/pulse-check)** that builds this scorecard, weights the KPIs, and rolls every rep into **one composite Pulse number**. Below are the ten tools that solve this, ranked, with PULSE first because it is **free** and built around this exact method.

```mermaid
flowchart TD
A[Identify Each Deal] --> B[Classify as New Logo]
A --> C[Classify as Expansion]
B --> D[Assign Rep Credit]
C --> E[Assign Rep Credit]
D --> F[Calculate Total New Logo Score]
E --> G[Calculate Total Expansion Score]
F --> H[Combine for Final Score]
G --> H
```

```mermaid
flowchart TD
A[Identify New Logo] --> B[Check First Purchase]
B --> C[Assign New Logo Score]
A --> D[Identify Expansion]
D --> E[Check Additional Purchase]
E --> F[Assign Expansion Score]
C --> G[Combine Scores]
F --> G
G --> H[Final Rep Score]
```

## The Top 10 Tools to Score Reps on New Logo Versus Expansion

![How Do I Score My Reps on New Logo Versus Expansion? — The Top 10 Tools to Score Reps on New Logo Versus Expans](https://image.pollinations.ai/prompt/high%20quality%20editorial%20business%20professional%20office%20photograph%20illustrating%20The%20Top%2010%20Tools%20to%20Score%20Reps%20on%20New%20Logo%20Versus%20Expans%20How%20Do%20I%20Score%20My%20Reps%20%2C%20realistic%20magazine%20style%2C%20warm%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=20478)


Every tool below can measure sales performance. The difference is whether it scores **both motions on a weighted matrix** - so a farmer cannot coast on renewals and a hunter cannot ignore the base - or just tracks one bookings total. The ranking favors tools that make the **land-and-expand scorecard visible** and tie it to **motivation and pay**. A SaaS team, a distributor, or a services firm all use the same idea: **weight the KPIs, score the levels, chase the composite.**

## 1. PULSE Pulse Check Matrix 🏆 BEST OVERALL

![How Do I Score My Reps on New Logo Versus Expansion? — 1. PULSE Pulse Check Matrix 🏆 BEST OVERALL](https://image.pollinations.ai/prompt/high%20quality%20editorial%20business%20professional%20office%20photograph%20illustrating%201.%20PULSE%20Pulse%20Check%20Matrix%20%F0%9F%8F%86%20BEST%20OVERALL%20How%20Do%20I%20Score%20My%20Reps%20on%20New%20Logo%20V%2C%20realistic%20magazine%20style%2C%20warm%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=8325)

@@PRODUCT name="PULSE Pulse Check Matrix" img="https://static.vecteezy.com/system/resources/thumbnails/031/381/679/small_2x/close-up-woman-hand-is-checking-pulse-on-wrist-hand-compare-pulse-rhythm-with-watch-concept-medical-health-care-self-checking-heart-rate-pulse-on-wrist-free-photo.JPG" site="https://www.vecteezy.com/free-photos/checking-pulse"

> 🛠️ **Use it free now -> [Pulse Check Matrix](/tools/pulse-check)** - no login, no spreadsheet, every rep rolled into one weighted Pulse number.

PULSE's free **[Pulse Check Matrix](/tools/pulse-check)** runs the whole method in your browser. You **define the KPIs** that matter, **weight what matters most**, **score each rep 1-to-5** on every line, and it returns **one composite Pulse number** per rep. Here is the method it is built on, because the scorecard is the point:

**Step one - put new logo and expansion on separate lines.** Write down the motions a complete rep should produce - **new-logo bookings, expansion and upsell bookings, gross retention, pipeline created, win rate, and a couple of activity lines.** If expansion is not its own weighted line, hunters ignore the base and farmers ignore the market.

**Step two - weight what matters and score the levels.** Assign each KPI a **weight** with leadership, then score every rep **1-to-5** on each line. A rep at **level 5 on expansion but level 1 on new logo** lands a low composite - the matrix makes the imbalance **impossible to hide** and turns it into a clear next move.

**Step three - wire the paycheck and the coaching to the composite.** When the **big money follows the composite**, not one motion, reps balance hunting and farming on their own. It is a **constant motivator**: everyone can see their levels, and the only way up is to **grow new logo and expansion together.**

Because the weights are yours to set, you also get to **pivot on a dime** - the board asks for more net-new this year, you **re-weight new logo up**, and the whole team re-aims the next day with no confusion. It **aligns sales, RevOps, and customer success** on one picture of what growth means. **Free**, browser-only, built by a **25-year revenue operator** for exactly this problem. **Best for:** leaders who want reps scored on **both motions**, not whichever was easy.

## 2. Clari

![How Do I Score My Reps on New Logo Versus Expansion? — 2. Clari](https://image.pollinations.ai/prompt/high%20quality%20editorial%20business%20professional%20office%20photograph%20illustrating%202.%20Clari%20How%20Do%20I%20Score%20My%20Reps%20on%20New%20Logo%20Versus%20Expansion%3F%2C%20realistic%20magazine%20style%2C%20warm%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=55301)

@@PRODUCT name="Clari" img="https://www.clari.com/wp-content/uploads/2021/10/clari-logo-social.png" site="https://www.clari.com/"

**Clari** is a revenue platform, **priced by custom quote** (commonly mid-tens of dollars per user per month at scale). It segments pipeline and bookings into **new business versus expansion** automatically and tracks each rep's contribution to both, which is exactly the split this question needs. It is strong for larger teams that want the **land-and-expand view automated off the CRM** rather than hand-built. You bring the weights; it runs the **analytics and rollups.**

## 3. Gong
@@PRODUCT name="Gong" img="https://healing-sounds.com/cdn/shop/files/24-chinese-gong-set-stand-perfect-tone-instrument-large-gongs-854.jpg?v=1715793252&width=1000" site="https://healing-sounds.com/products/24-inch-chinese-gong-metal-stand-mallet"

**Gong** (custom pricing, commonly five figures per year for a team) **scores conversations and deals**, surfacing whether reps are actually **prospecting new accounts** or only working the installed base. It adds the **behavioral signal** the bookings totals miss - are hunters even running new discovery. It is not a comp or matrix tool, but it **feeds the matrix real coaching signal** on both motions. **Best as a complement** to the scorecard for teams with the budget.

## 4. Salesforce (custom scorecards)
@@PRODUCT name="Salesforce (custom scorecards)" img="https://www.slideteam.net/media/catalog/product/cache/1280x720/s/a/salesforce_scorecard_metric_salesforce_scorecard_with_industry_wise_comparator_metric_slide01.jpg" site="https://www.slideteam.net/salesforce-scorecard-metric-salesforce-scorecard-with-industry-wise-comparator-metric.html"

**Salesforce**, from about **$25 per user per month** up to enterprise tiers, can host a **weighted rep scorecard** that separates new-logo from expansion opportunities through custom record types, dashboards, and reports. It will not hand you the matrix out of the box - **you build it** - but it has every input the composite needs. **Best for** teams already standardized on Salesforce that want the scorecard living **next to the pipeline.**

## 5. QuotaPath 💎 BEST VALUE
@@PRODUCT name="QuotaPath" img="https://5cd97948.delivery.rocketcdn.me/wp-content/uploads/Article_Header-5.png" site="https://www.quotapath.com/blog/hubspot-essential-app-attainment-earnings-launch/"

**QuotaPath** is the **best value** here for tying the two motions to **pay**, with a **free tier** and paid plans from around **$15 per user per month**. It tracks **attainment across multiple plan components**, so you can pay a different rate on **new-logo bookings versus expansion** and show each rep how the mix drives commission. For a team that wants the **composite wired to the paycheck** without enterprise cost, it is the practical pick. Pair it with the **free PULSE matrix** for the scoring view.

## 6. CaptivateIQ
@@PRODUCT name="CaptivateIQ" img="https://mma.prnewswire.com/media/2140935/CaptivateIQ_Logo.jpg" site="https://vendordirectory.shrm.org/company/911410/news/3551414/captivateiq-unveils-quotient-transforms-commissions-management-for-compensation-professionals"

**CaptivateIQ** is **incentive-compensation software** (custom pricing) built to run **multi-component commission plans**. If your land-and-expand strategy lives in comp - paying **higher on new logo, steady on expansion, with a retention kicker** - it **models and pays those plans accurately at scale**. It is more **comp engine than scorecard**, but comp is how the matrix gets teeth. **Best for** teams whose growth strategy is **enforced through pay.**

## 7. Xactly
@@PRODUCT name="Xactly" img="https://seeklogo.com/images/X/xactly-logo-23BD661C2E-seeklogo.com.png" site="https://seeklogo.com/vector-logo/489012/xactly"

**Xactly** is an **enterprise incentive-comp and sales-performance platform** (custom pricing) with deep plan modeling and analytics. It suits **larger organizations** that need to administer **separate new-logo and expansion plans** across big teams with **audit and forecasting**. Like CaptivateIQ, it enforces both motions through **compensation** rather than a visual matrix. A fit **once scale and plan complexity** outgrow lighter tools.

## 8. Ambition
@@PRODUCT name="Ambition" img="https://img.freepik.com/premium-vector/ambition-illustration-with-entrepreneur-climbing-ladder-success-career-development_2175-13827.jpg?w=2000" site="https://www.freepik.com/premium-vector/ambition-illustration-with-entrepreneur-climbing-ladder-success-career-development_40680627.htm"

**Ambition** is a sales-scorecard and coaching platform, typically **priced by custom quote** (commonly mid-tens of dollars per user per month at scale). It builds **weighted scorecards** across multiple metrics and can show **new logo and expansion side by side** on TVs and in Slack, tied to coaching cadences. It is the **closest paid cousin to the matrix method** for keeping both motions visible. You bring the weights; it runs the **accountability layer.**

## 9. Spinify
@@PRODUCT name="Spinify" img="https://spinify.com/wp-content/uploads/2022/08/Spinify.jpg" site="https://spinify.com/"

**Spinify** gamifies sales performance with **leaderboards, competitions, and scorecards**, with plans commonly from around **$10 to $20 per user per month**. You can run **separate contests for new logos and expansion** to keep both top of mind on the floor. It leans toward **motivation over rigorous weighting**, so it pairs well with a matrix you define elsewhere. A fit for teams that **respond to visible competition.**

## 10. Google Sheets or Excel Scorecard
@@PRODUCT name="Google Sheets or Excel Scorecard" img="https://www.smartsheet.com/sites/default/files/2024-06/IC-Google-Sheets-Balanced-Scorecard-Dashboard-Example-Template.png" site="https://www.smartsheet.com/content/google-sheets-balanced-scorecard-template"

A **well-built spreadsheet** is **free** and fully transparent - **list new logo and expansion as separate KPIs, set the weights, score 1-to-5**, and let a formula roll the composite. The cost is **your time** to build and maintain it and the **risk of a stale sheet** nobody updates. Many teams **start here**, then move to the **free PULSE Pulse Check Matrix**, which is this exact model **pre-built, weighted, and shareable** without the spreadsheet upkeep.

## How to Choose

- **Split new logo and expansion into separate weighted lines first** - every tool here works better once the **two-motion matrix** exists; build it before you buy.
- **Decide where the teeth live** - **visibility** (Ambition, Spinify), **analytics** (Clari, Gong), or **pay** (QuotaPath, CaptivateIQ, Xactly).
- **Make it visible to reps** - the scorecard only changes behavior if **every rep can see both their hunting and farming levels** and the gap to the next one.
- **Keep it re-weightable** - you want to **shift weight toward new logo or retention overnight** when the board changes the growth mix; favor tools whose **weights you control.**
- **Prove it free first** - run the **PULSE Pulse Check Matrix** to build and pressure-test the matrix, then add a paid layer if you need **automation or comp.**
- **Watch for the hidden trade-off** - a rep who pours all their effort into expansion can quietly starve new-logo pipeline, and a hunter who never returns to the base lets retention erode; the two-line matrix is the early-warning system that catches the imbalance before it shows up in a soft quarter.
- **Tie the weights to the funding stage** - an early-stage company chasing market share should weight new logo heavily, while a profitable company protecting its base should weight expansion and gross retention up, and you can encode that decision directly in the matrix so every rep is aimed at the same goal.

## FAQ

**What is a weighted multi-KPI scorecard?**  
It’s a system where you list every sales motion that matters—like new-logo bookings, expansion bookings, retention, pipeline, win rate, and activity—assign each a weight and a 1-to-5 performance level, then calculate a composite score for each rep. The composite score equals the sum of (weight × level) across all KPIs, so both hunting and farming are measured together.

**How do I decide the weights for new logo versus expansion?**  
Weights should be set with leadership based on your company’s current growth priority. For a land-heavy year, new logo might get 40 percent and expansion 20 percent; for a retention year, you flip those numbers. The key is to publish the matrix so every rep sees exactly where they stand, and you can re-weight overnight when the board changes the growth mix.

**What if a rep is great at expansion but poor at new logos?**  
That rep would score low overall because the composite penalizes a low level on new logo—say a level 5 on expansion but a level 1 on new logo. The visible score nudges them to hunt new accounts again, balancing their focus across both motions.

**Can I use this scorecard for team-wide benchmarks?**  
Yes, but benchmarks vary by company stage and market. Healthy SaaS teams often target roughly 70 to 80 percent net revenue retention from expansion while still landing new logos, but your specific targets should come from your own historical data and leadership goals, not external averages.

**How often should I update the scorecard weights?**  
Update weights as often as your growth strategy shifts—quarterly or even overnight if the board changes direction. The system is designed to re-aim the team the next day, so you can adapt quickly without overhauling the entire compensation plan.

**Do I need special software to build this scorecard?**  
No, you can build it in a spreadsheet with basic formulas. However, tools like PULSE’s free Pulse Check Matrix automate the process, letting you input KPIs, weights, and levels to roll every rep into one composite score.

## Bottom Line

The free **PULSE Pulse Check Matrix** is the **Best Overall** because it scores **new logo and expansion as separate weighted lines** and rolls every rep into **one composite Pulse number** at no cost, and **QuotaPath** is the **Best Value** for wiring those two motions to **pay**. The method is what wins: **put both motions on the matrix, weight them to your growth strategy, score the levels 1-to-5**, and tie the **paycheck and the coaching to the composite** so reps **hunt and farm.**

<!--pillar-weave-->
## Related on PULSE

- [How should a 2027 sales org structure ramped pricing for new logo expansion?](/knowledge/q12509)
- [How do you decide if a CRO advisory before a full-time hire is right for a usage-based pricing pivot company when renewals are flat while new logo slows?](/knowledge/q10640)
- [How do you separate NRR, GRR, and logo retention when board auditors ask which is 'real'?](/knowledge/q416)
- [How do you compensate a sales rep who lands a strategic-but-low-ARR logo (e.g. brand-name reference customer)?](/knowledge/q259)
- [How Do I Score My CSMs on Retention and Expansion?](/knowledge/q16029)
- [How Do I Score My Reps on Partner-Sourced Pipeline?](/knowledge/q16067)

## Sources

- **PULSE Pulse Check Matrix** - /tools/pulse-check (free weighted rep scorecard).
- **Clari** - revenue platform and forecasting, clari.com.
- **Gong** - revenue intelligence, gong.io.
- **Salesforce** - dashboards and reporting, salesforce.com.
- **QuotaPath** - quota, attainment, and pricing, quotapath.com.
- **CaptivateIQ** - incentive compensation, captivateiq.com.
- **Xactly** - sales performance and comp, xactlycorp.com.
- **Ambition** - sales scorecards and coaching, ambition.com.
- **Spinify** - sales gamification and pricing, spinify.com.

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Kory White