Scorecards

A scorecard is the standard a conversation is graded against. It is built per account from that organisation's own methodology and qualification bar, so a grade means something specific rather than "the model liked it".

#The structure

ItemOne capability being assessed. "Quantified the buyer's problem", "confirmed the decision process", "handled the price objection without discounting". A scorecard is a set of these.

LevelsUnder each item, what each grade actually looks like, described as observable behaviour rather than adjectives. This is what makes grading repeatable rather than a vibe.

Feedback instructionWhat the rep should be told when they land at a given level. This is why the feedback reads like your organisation's coaching rather than generic advice.

#Why it is not a generic sales rubric

The items reflect how your organisation sells. A team on a problem-centred methodology is graded on whether the problem was quantified and its impact confirmed. A team on a value-centred framework is graded on the business issue and who owns it. Same conversation, different scorecard, legitimately different grades.

That is the point. A scorecard that graded every methodology the same way would be measuring generic conversational competence, which nobody's number depends on.

#Comparability

This matters most during the first few months, which is exactly when a scorecard is most likely to be tuned. If you are going to change it, change it early and then leave it alone.

#Who sees your scores

You, and the managers of the teams you are in. Managers can also read the roleplay conversation itself, not only the grade. See What you can see.

#Building or changing one

Scorecards are configured per account. See Building scorecards for what makes a good item and the traps to avoid.