What's inside
- Pre-call preparation criterion (10% weight) with 1/3/5 anchors
- Question quality criterion (25% weight) with 1/3/5 anchors
- Pain quantification criterion (25% weight) with 1/3/5 anchors
- Next-step control criterion (25% weight) with 1/3/5 anchors
- Talk-to-listen ratio & rapport criterion (15% weight) with 1/3/5 anchors
- Weighted total-score formula
- Score bands: Excellent, Solid, Needs Work, Reset
- Fill-in scorecard table to complete per call
A weighted rubric — not a vibe check. Score every discovery call against these five categories, then use the total to drive coaching, not just record-keeping.
How to score
- Score each category 1–5 using the anchors below.
- Multiply by the weight, sum for a total out of 100.
- Use the band at the bottom to categorize the call.
Scoring categories
1. Pre-call preparation — Weight: 10%
| Score | Anchor |
|---|
| 1 | No research visible; rep asks questions answerable by a 30-second Google search. |
| 3 | Basic research done (company, role); questions are relevant but generic. |
| 5 | Rep references specific, recent context (news, trigger event, prior interaction) that shapes the conversation from the first minute. |
2. Question quality — Weight: 25%
| Score | Anchor |
|---|
| 1 | Mostly closed, yes/no questions; no follow-up or layering. |
| 3 | Good mix of open questions, but stays surface-level — doesn't dig past the first answer. |
| 5 | Open questions layered with follow-ups ("why does that matter," "what have you tried") that uncover root cause, not just surface symptom. |
3. Pain quantification — Weight: 25%
| Score | Anchor |
|---|
| 1 | Pain is named but never quantified — no cost, time, or business impact attached. |
| 3 | Pain is quantified loosely ("it's a big problem") without a specific number or metric. |
| 5 | Pain is tied to a specific, credible number (cost, hours lost, revenue at risk, deals affected) that the prospect states or confirms themselves. |
4. Next-step control — Weight: 25%
| Score | Anchor |
|---|
| 1 | Call ends with "I'll follow up" — no date, no owner, no mutual commitment. |
| 3 | A next step is proposed by the rep, but the prospect doesn't actively confirm or commit to it. |
| 5 | A specific next step is mutually agreed with date, attendees, and purpose — ideally with something the prospect must also bring or prepare. |
5. Talk-to-listen ratio & rapport — Weight: 15%
| Score | Anchor |
|---|
| 1 | Rep talks more than 60% of the call; pitches before understanding the problem. |
| 3 | Roughly even split; rapport present but generic. |
| 5 | Rep talks under 40% of the call; prospect does most of the talking and the rep's tone builds authentic trust, not just politeness. |
Total score calculation
(Prep × 0.10) + (Question Quality × 0.25) + (Pain Quantification × 0.25) + (Next-Step Control × 0.25) + (Talk-Listen/Rapport × 0.15) × 20 = score out of 100
(Each category max 5 → weighted sum max 5 → ×20 to convert to a 100-point scale)
Score bands
| Total | Band | What it means |
|---|
| 90–100 | Excellent | Model call — use for team call library / peer learning. |
| 75–89 | Solid | Good fundamentals; coach on the single lowest-scoring category. |
| 60–74 | Needs Work | Real gaps in at least two categories; needs a focused 30-day coaching push. |
| Below 60 | Reset | Fundamentals missing across the board; pair with shadowing top performers before more live reps. |
Scorecard — fill in per call
- Rep: [Name] | Account: [Name] | Date: [Date] | Reviewer: [Name]
| Category | Weight | Score (1–5) | Weighted |
|---|
| Pre-call preparation | 10% | | |
| Question quality | 25% | | |
| Pain quantification | 25% | | |
| Next-step control | 25% | | |
| Talk-listen ratio & rapport | 15% | | |
| Total (out of 100) | | | |
One coaching note tied to lowest-scoring category:
How to use it
Score every discovery call within 24 hours of the call using the five weighted categories, calculate the total, and use the lowest-scoring category as the single coaching focus for that rep's next 1:1.