Sales assessment rubrics
Every session is scored on a consistent 1–5 scale
Know exactly what you’re being assessed on before your session. Each competency is rated on the scale below, with specific evidence and suggestions drawn from your transcript.
Scoring scale
- Needs Development
- Developing
- Competent
- Proficient
- Exemplary
Built-in rubrics
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 — Evaluates bonding, up-front contracts, pain discovery, budget qualification and decision-process mapping.
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?
The Mom Test-Aligned
Honest conversation framework by Rob Fitzpatrick — Evaluates whether you talk about the prospect’s life and problems instead of pitching and fishing for compliments.
Getting to Yes-Aligned
Principled negotiation by Fisher & Ury — Evaluates interests over positions, options for mutual gain, objective criteria and knowing your walk-away alternative.
Nudge-Aligned
Choice architecture by Thaler & Sunstein — Evaluates how you frame choices, defaults and anchors without manipulating the buyer.
You Can Negotiate Anything-Aligned
Power, Time, Information by Herb Cohen — Evaluates your use of power, timing and information in a negotiation.
Influence-Aligned
6 Principles of Persuasion by Robert Cialdini — Evaluates reciprocity, commitment and consistency, social proof, authority, liking and scarcity.
Build your own
If your company scores calls against its own criteria, you can build a custom rubric with your own categories and sub-criteria and have every call scored against that instead.