Accord provides two complementary ways to measure and score execution: automated Execution Scores that track process completion, and Coaching Scores that evaluate execution quality.
Table of Contents
Execution Score
What is an Execution Score?
The Execution Score of an Accord is a quantifiable measurement of how well the process you're enforcing is being executed. It is based on the how many Execution Criteria have been completed.
Execution Scores are between 0 and 100: 0 indicating poor execution and 100 indicating a completed process.
How is the Execution Score Calculated?
The Execution Score takes a number of different factors into account, including:
- The number of Execution Criteria that have been fulfilled in the Accord
- The Accord's progress
- The number of customers invited into the Accord
- The number of customers who have accepted their invites into the Accord
- The current stage of the connected Opportunity/Deal (if the Accord is connected to a deal in your CRM)
The Execution Score is heavily influenced by the Playbook and/or Accord's Execution Criteria. Therefore, it is of paramount importance to set up your Execution Criteria properly.
For a full overview of Execution Criteria, refer to this helpful article.
Viewing your Execution Score
To view a full breakdown of your Accord's Execution Score, simply:
- Go to the Accords section
- Click the specific Accord that you want to inspect further
- Click the Internal Only dropdown menu at the top navigation bar
- Click Execution
The Execution page is only viewable by your team. Your customer will NOT see this page when they access your Accord.
On the Execution page, you can see:
- A full list of all applicable Execution Criteria for your Accord
- Whether or not the Execution Criteria have been fulfilled/completed
- A link to the specific object that each Execution Criteria pertains to
If your Accord is connected to a CRM Opportunity/Deal AND the Execution Criteria have been linked as Exit Criteria for your Opportunity/Deal Stages, the Execution Score page will look something like this:
On this page, you can see:
- A list of all Execution Criteria required at the current Stage of your Opportunity/Deal
- A list of all Execution Criteria not yet required at the current Stage of your Opportunity/Deal
- Whether or not the Execution Criteria have been fulfilled/completed
- A link to the specific object that each Execution Criteria pertains to
Coaching Score
What is a Coaching Score?
Coaching Score allows sales leaders and team members to manually evaluate and provide feedback on the quality of individual playbook step execution. Coaching Score uses a 1-3 scale:
- 1 = Needs Improvement (Red indicator)
- 2 = Acceptable (Yellow indicator)
- 3 = Excellent (Green indicator)
Each score can include written feedback to provide specific coaching guidance.
How does Coaching Score work?
Coaching Score operates differently from the automated Execution Score:
- Manual Evaluation: Managers or peers manually score how well execution criteria was completed within each deal
- Contextual Feedback: Each score includes space for specific written feedback and coaching notes
- Real-time Scoring: Scores can be added as execution happens, enabling immediate course correction
Using Coaching Scores for Deal Reviews
Coaching Scores appear directly within an Accord and can be accessed following these steps:
- Navigate to the Accord you want to review
- Click the Internal Only dropdown menu in the top navigation bar
- Click Deal Review
You can do this async or in a live meeting with a rep. You will see all Execution Criteria, the ability to add a Coaching Score to each Execution Criteria, a space to add feedback and a chat to discuss feedback with reps live.
Deal Reviews are only viewable by your team. Your customer will NOT see this page when they access your Accord.
How Execution Score and Coaching Score work together
Execution Score and Coaching Score provide complementary insights:
Execution Score (Automated):
- Measures WHETHER process steps are being completed
- Tracks objective completion metrics and deal progression
- Provides overall health score for the entire Accord
Coaching Score (Manual):
- Measures HOW WELL individual steps are being executed
- Provides qualitative assessment and coaching feedback
- Focuses on skill development and execution quality
Together, they give sales leaders complete visibility: you can see both that the process is being followed (Execution Score) and that it's being executed excellently (Coaching Score). This dual approach ensures both process compliance and continuous skill improvement across your team.