Coaching & Performance Goals

Kolva transforms raw sales data into actionable coaching insights. Effort scores, weakness profiling, coaching goals, and the nudge engine work together to help managers develop every rep on their team.

Effort Scores: 9 Metrics That Matter

The effort score is a composite metric calculated daily from 9 dimensions of field sales activity. Each dimension is scored from 0 to 100:

• Visit frequency — How many visits the rep completes per day/week relative to their target.
• Client coverage — Percentage of assigned clients visited within the last 30 days.
• Visit duration — Average time spent per visit (too short may indicate shallow meetings).
• Notes quality — Whether visits include detailed notes or voice debriefs.
• Follow-up compliance — Percentage of visits where a follow-up was scheduled and completed.
• Order conversion — Percentage of visits that result in an order or deal advancement.
• Pipeline activity — Number of deals created, advanced, or closed in the period.
• Response time — How quickly the rep follows up on client inquiries and requests.
• Segment balance — Whether the rep is appropriately distributing time across A, B, and C segments.

Weakness Profiling

The weakness profiler automatically identifies up to 8 areas where a rep underperforms relative to their peers or their own historical benchmarks:

1. Navigate to Coaching from the sidebar.
2. Select a rep to see their weakness profile.
3. Each weakness is labeled, explained with data, and linked to a specific effort score dimension.
4. Weaknesses are ranked by severity so you know where to focus coaching conversations first.

Setting Coaching Goals

Coaching goals turn identified weaknesses into concrete, measurable objectives:

1. From the rep's coaching page, tap Set Goal on any weakness.
2. Define a target metric (e.g., "Increase visit frequency to 6 per day" or "Achieve 80% follow-up compliance").
3. Set a deadline for the goal.
4. Kolva tracks progress automatically and updates you as the rep improves or falls behind.

The Nudge Engine

The nudge engine sends automatic push notifications to reps based on their activity patterns. It runs every 30 minutes and supports 9 types of nudges:

• No check-in today — Sent mid-morning if the rep has not started their first visit.
• Low visit pace — Sent in the afternoon if the rep is behind their daily target.
• Missing notes — Sent after checkout if the rep did not log notes or a voice debrief.
• Overdue follow-up — Sent when a scheduled follow-up date passes without a visit.
• Stalled deal — Sent when a deal has been in the same stage beyond the average duration.
• Client at risk — Sent when a client's churn score crosses a critical threshold.
• Reorder opportunity — Sent when a client is predicted to need a reorder.
• Target gap — Sent when monthly progress is falling significantly behind target.
• Positive reinforcement — Sent when the rep hits a milestone (e.g., 10th visit this week, new deal won).

Radar Chart View

The radar chart provides a visual snapshot of a rep's performance across all 9 effort dimensions. Use it to quickly identify strengths and gaps:

• A balanced shape indicates a well-rounded rep with consistent effort across all areas.
• Spikes show areas of strength — these are behaviors to reinforce and maintain.
• Dips highlight areas that need attention — these correspond to the weaknesses identified by the profiler.