What Is a Producer Scorecard?
Published · Updated
Every agency has opinions about each producer. A scorecard replaces opinions with numbers — the same numbers for everyone, updated every week, visible to the producer and the owner.
In this guide:
- The short definition
- The 8 numbers every scorecard should include
- Why scorecards work better than gut feel
- How often to update one
- Where a person's numbers are in Agency Edge
Time to read: 6 minutes Best for: Owners, managers, and producers who want to know what "good" looks like.
What is a producer scorecard?
A single-page summary of how a producer is doing across a set of standard numbers.
Every producer gets the same scorecard — same fields, same math, same update schedule. Differences in performance show up in the numbers, not in opinions.
Example. A weekly scorecard might show: policies bound, premium written, conversion ratio, activity logged, YTD pace, and commission earned. One page. Every producer. Every week.
What 8 numbers belong on a scorecard?
The eight that cover production, activity, and quality.
| Number | Why it's on the card |
|---|---|
| Policies written (MTD) | Raw volume |
| Premium written (MTD) | Dollar value of that volume |
| Close rate (quote-to-close) | Selling skill |
| Lead-to-close ratio | Funnel efficiency |
| Activity logged (quotes, contacts) | Effort level |
| YTD pace (% of yearly goal) | Are they on track? |
| Retention rate | Quality of the book they write |
| Commission earned | What they're actually making |
Tip. Don't add more than 8. A scorecard that tries to cover everything covers nothing. The point is a scannable snapshot.
Why do scorecards work better than gut feel?
Three reasons data beats opinion:
Reason 1 — Gut feel is biased
You remember the loud producer. You remember the one who brings donuts. You forget the quiet producer writing $60K a month consistently.
A scorecard shows all of them in the same view. The quiet producer stops being invisible.
Reason 2 — Coaching needs specifics
"You need to sell more" isn't coaching. "Your close rate dropped from 28% to 19% over the last 6 weeks, let's figure out why" is coaching.
Scorecards make those specifics automatic.
Reason 3 — Producers trust numbers they can see
Producers who see their own scorecard every week stop fighting the numbers in bonus conversations. The numbers aren't a surprise.
How often should a scorecard update?
Different numbers, different cadences.
| Cadence | What to look at |
|---|---|
| Daily | Policies bound, premium written, activity logged |
| Weekly | Close rate, pace, commission earned |
| Monthly | Retention rate, full bonus earning |
| Quarterly | Trend lines on every number |
The scorecard should update every time the underlying data changes. Stale scorecards get ignored.
Who gets to see the scorecard?
The producer and their manager. That's usually it.
- The producer sees their own — full detail, every number
- The manager/owner sees everyone's — for comparison and coaching
- Other producers don't see each other's full cards — but a leaderboard is fine
Tip. Transparency on a producer's own numbers drives accountability. Visibility into teammates' full numbers creates drama. Draw the line there.
Does Agency Edge build scorecards automatically?
In Agency Edge, a person's numbers live on the Team page: it lists everyone in your office side by side, and opens a full record for each person. Click a person's row and the Performance tab shows policies, premium, households and issued rate, for all time or one year. Compare sets them beside the team average or another producer. See The Team page.
What numbers should I NOT put on a scorecard?
Three traps to avoid:
Trap 1 — Vanity metrics
"Quote count" on its own doesn't tell you anything. A producer could log 500 bogus quotes and still write nothing. Pair it with close rate.
Trap 2 — Numbers the producer can't influence
"Agency total premium" isn't the producer's to move. Putting it on their scorecard feels like blame for things they don't control.
Trap 3 — Too many numbers
A 20-number scorecard is a report, not a scorecard. Scorecards are for scanning.
How do I use the scorecard in a 1:1?
A standard 15-minute 1:1 flow:
- First 3 minutes — Look at the scorecard. What's green, what's yellow, what's red?
- Next 5 minutes — Dig into the red number. What's driving it?
- Next 5 minutes — Plan one specific action for the week.
- Last 2 minutes — Confirm next meeting, close.
Don't go through all 8 numbers. Pick the 1–2 that need attention this week. The others can wait.
Can I score service staff and admin the same way?
Different numbers, same principle.
Service scorecards usually include:
- Calls answered within X rings
- Renewal retention rate
- Policy edits completed
- NPS from customer surveys
Admin scorecards include things like payroll accuracy, report timeliness, compliance audit results.
Frequently Asked Questions
Can I customize which numbers show on the scorecard?
On the Team list in Agency Edge, press Columns to tick more figures, such as Policies, Premium, Close rate and Goal pace. Reset brings back the five the table opens with, and your choice is saved to your login. See The Team page.
How often should I show producers their scorecard?
Weekly, in their 1:1. Don't wait for month-end. A problem caught in week 2 is easier to fix than one caught in week 4.
Can I pay bonuses on scorecard numbers, not just on premium?
An Activity Bonus in an Agency Edge commission plan pays a dollar amount for the activities a person logs. The other bonus rules count policies or premium. See Bonuses: milestone, streak, team and production.
What if a producer pushes back on a number?
Look at the underlying data together. If the number's wrong, fix the source. If the number's right but doesn't match their gut, that's a useful conversation — usually the gut was wrong.
Do scorecards work for commission-only producers?
Yes — arguably better. Commission-only producers live and die by these numbers, so seeing them weekly is especially valuable.
Stop running 1:1s on gut feel
Agency Edge's Team page lists everyone in your office side by side, and opens a full record for each person.
Agency Edge is in private beta — request an invite from the home page.