New Rep Certification Scorecard
The pass/fail rubric that decides whether a new hire is cleared to run live calls solo — weighted criteria, a 4-point scale with descriptors, a hard pass threshold, and a documented sign-off.
What's inside
- 6 weighted certification criteria
- 4-point scoring scale with descriptors
- Full descriptor table for each criterion at each score level
- Weighted-average formula
- Pass / Conditional Pass / Fail decision rules
- Re-certification path and timeline
- Assessor sign-off section
Use this to certify a new hire before they're cleared to run calls solo. Score against a live call, a recorded call, or a role-play simulation — the rubric is the same either way.
Scoring scale (applies to every criterion)
| Score | Label | Descriptor |
|---|---|---|
| 1 | Does Not Meet | Skill absent or actively harmful to the deal; would need to be redone |
| 2 | Approaching | Attempted but incomplete, inconsistent, or needs prompting |
| 3 | Meets Bar | Solid, independent, deal-safe execution — this is the passing standard |
| 4 | Exceeds Bar | Executes better than the median tenured rep on this specific skill |
Certification criteria
| # | Criterion | Weight | Score (1–4) |
|---|---|---|---|
| 1 | Product & Platform Knowledge | 15% | |
| 2 | Qualification & Discovery Skill (methodology-aligned) | 25% | |
| 3 | Objection Handling | 20% | |
| 4 | Call Control, Structure & Communication | 15% | |
| 5 | CRM & Process Hygiene | 10% | |
| 6 | Role-Play / Live-Call Simulation — Overall | 15% |
Descriptor detail — Criterion 2: Qualification & Discovery Skill
| Score | What it looks like |
|---|---|
| 1 | Asks surface-level questions only; doesn't identify pain, buyer role, or next step |
| 2 | Covers some methodology elements but misses at least one required stage (e.g., never confirms economic buyer) |
| 3 | Independently works through the full framework; identifies pain, decision process, and a named next step without prompting |
| 4 | Above, plus uncovers pain the prospect hadn't previously articulated to anyone |
Descriptor detail — Criterion 3: Objection Handling
| Score | What it looks like |
|---|---|
| 1 | Freezes, becomes defensive, or immediately concedes on price/competitor objections |
| 2 | Responds but relies on scripted lines without adapting to the specific objection raised |
| 3 | Acknowledges, reframes, and responds to the actual objection raised, then confirms it's resolved before moving on |
| 4 | Above, plus uses the objection to surface additional relevant information about the buyer's situation |
(Apply the same 1–4 descriptor logic to Criteria 1, 4, 5, and 6 — anchor each to what "independent, deal-safe execution" looks like for that specific skill.)
Weighted-score formula
``` Weighted score = Σ (Criterion score × Criterion weight)
Example: Product Knowledge 3 × 0.15 = 0.45 Qualification/Discovery 3 × 0.25 = 0.75 Objection Handling 2 × 0.20 = 0.40 Call Control 3 × 0.15 = 0.45 CRM Hygiene 4 × 0.10 = 0.40 Role-Play Overall 3 × 0.15 = 0.45
Weighted score total = 2.90 ```
Certification decision rules
- Pass: weighted score ≥ 3.0 AND no individual criterion scored 1 AND Role-Play/Live-Call Overall ≥ 3.
- Conditional Pass: weighted score ≥ 3.0, but one criterion scored below 2, OR Role-Play Overall scored exactly 2 — re-test that single criterion within 5 business days; do not require a full retake.
- Fail: weighted score below 3.0, OR any criterion scored 1, OR two or more criteria scored 2 — full retake required after a minimum 2-week additional coaching period, with a documented coaching plan attached.
A rep never clears to solo on an average alone — the "no criterion below 2" and "Role-Play ≥ 3" rules exist specifically so a strong product-knowledge score can't mask a rep who can't actually run a live call.
Sign-off
Rep name: _______________________ Date assessed: _______________________ Assessor name / role: _______________________ Weighted score: _______ Decision: ☐ Pass ☐ Conditional Pass ☐ Fail Next steps (if Conditional Pass or Fail): _______________________ Manager acknowledgment signature: _______________________
How to use it
Have a manager or enablement assessor score a live or recorded call (or a role-play simulation) against all 6 criteria, apply the weighted formula, and use the decision rules — not gut feel — to determine solo clearance.