Sales assessment rubrics
Every call your reps make is scored on the same 1–5 scale
Know exactly what your reps are assessed on. Each competency is rated on the scale below, with specific evidence and suggestions drawn from the call itself — so the scores on your dashboard mean the same thing for every rep, every week.
Scoring scale
- Needs Development
- Developing
- Competent
- Proficient
- Exemplary
Built-in rubrics
Five frameworks — pick the one your team sells by — on any call from the cold call to the close (SPIN steps aside for the closing call). Each category is tagged with the calls that score it, because each stage scores only what that framework expects at that stage — a cold call is never marked down for Budget, Decision or Need-Payoff.
SPIN-Aligned
Consultative selling framework by Neil Rackham — Evaluates how effectively you use Situation, Problem, Implication and Need-Payoff questions to guide a prospect toward commitment.
Sandler-Aligned
Pain, Budget, Decision framework by David Sandler — Scores five categories — Bonding & Rapport, Up-Front Contract, Pain, Budget and Decision.
Challenger Sale-Aligned
Teach, Tailor, Take Control by Dixon & Adamson — Evaluates how well you lead with insight, challenge assumptions, tailor the message and take control of the conversation.
MEDDIC-Aligned
Enterprise deal qualification framework — Evaluates Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion.
BANT-Aligned
Budget, Authority, Need, Timeline qualification — The classic qualification framework: does the prospect have budget, authority, a genuine need and a realistic timeline?
Build your own rubric
Score your reps against your company’s own competencies — each tagged to a call stage, each score quoting the moment on the call.