Free interactive scorecard + PDF

A practical sales call scorecard your managers and reps can use together.

Use one evidence-based standard to review real conversations, compare coaching over time, and choose the single behavior that matters most on the next call.

No email required100-point weighted rubricCompleted PDF download

Manager review

One call. One next step.

01Score what happenedUse four plain-language ratings across 7 behaviors.
02Capture the evidenceWrite the exact question, quote, or missed moment.
03Choose one practice actionGive the employee a focused next-call behavior.

Review setup

Name the call before you score it.

The employee can complete a self-review first. The manager can then add evidence and agree on the next practice action.

15–20 minutes

Sales rep / employeeCoach / managerProspect / companyCall dateCall durationCall outcome

Use the same four ratings every time.

Not observed

The behavior did not happen.

Developing

Attempted, but incomplete or inconsistent.

Consistent

Clear and effective for this call.

Excellent

Strong enough to use as a team example.

Opening and mutual agenda

Confirm the purpose, available time, and what both sides need from the conversation.

0 / 10 pts

Evidence from the callWhere did both parties align on the purpose and agenda? Write an exact quote or observable moment—not a general impression.

Problem discovery

Explore the present situation, friction, affected workflow, and why the issue deserves attention.

0 / 20 pts

Evidence from the callWhich questions uncovered the real operating problem? Write an exact quote or observable moment—not a general impression.

Impact and urgency

Connect the problem to a meaningful consequence, priority, or timing consideration.

0 / 15 pts

Evidence from the callWhat evidence showed business impact or urgency? Write an exact quote or observable moment—not a general impression.

Active listening and depth

Follow the buyer's language, clarify ambiguity, and avoid moving to a solution too early.

0 / 15 pts

Evidence from the callWhere did the seller deepen or miss the buyer's point? Write an exact quote or observable moment—not a general impression.

Value alignment

Connect the proposed approach to the outcomes and priorities the buyer already stated.

0 / 15 pts

Evidence from the callHow was value tied to the buyer's own language? Write an exact quote or observable moment—not a general impression.

Objection handling

Clarify the concern, respond to its cause, and confirm whether the response resolved it.

0 / 10 pts

Evidence from the callWhat caused the objection and how was resolution checked? Write an exact quote or observable moment—not a general impression.

Committed next step

End with a specific owner, action, date, and shared understanding of what happens next.

0 / 15 pts

Evidence from the callWhat exact commitment did each party make? Write an exact quote or observable moment—not a general impression.

Coaching plan

Leave with one behavior to practice.

Specific beats comprehensive. Pick the action most likely to improve the next customer conversation.

Strongest moment to repeatHighest-priority coaching focusAction to practice on the next callEmployee reflectionFollow-up review date

A faster way to review calls

Use this standard on every conversation.

AI Call Coaching scores calls against your rubric, shows the transcript evidence behind each rating, and gives every employee one focused coaching action.

See AI Call Coaching

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