Free interactive scorecard + PDF

Turn a discovery call into one clear, coachable next step.

Score the behaviors that make discovery useful, record the exact evidence behind each rating, and leave the employee with one specific behavior to practice on the next call.

No email required100-point weighted rubricCompleted PDF download

Manager review

One call. One next step.

01Score what happenedUse four plain-language ratings across 8 behaviors.
02Capture the evidenceWrite the exact question, quote, or missed moment.
03Choose one practice actionGive the employee a focused next-call behavior.

Review setup

Name the call before you score it.

The employee can complete a self-review first. The manager can then add evidence and agree on the next practice action.

10–15 minutes

Sales rep / employeeCoach / managerProspect / companyCall dateCall durationCall outcome

Use the same four ratings every time.

Not observed

The behavior did not happen.

Developing

Attempted, but incomplete or inconsistent.

Consistent

Clear and effective for this call.

Excellent

Strong enough to use as a team example.

Purpose and expectations

Set a clear purpose, confirm the time available, and agree on what would make the conversation useful.

0 / 10 pts

Evidence from the callWhat did the rep say to create a shared agenda? Write an exact quote or observable moment—not a general impression.

Situation and context

Understand the buyer's current process, environment, responsibilities, and what prompted the conversation.

0 / 10 pts

Evidence from the callWhich facts made the buyer's current situation clear? Write an exact quote or observable moment—not a general impression.

Problem depth and root cause

Move beyond the first symptom to uncover where the problem starts, how often it occurs, and who it affects.

0 / 20 pts

Evidence from the callWhich follow-up question revealed the underlying problem? Write an exact quote or observable moment—not a general impression.

Business impact and urgency

Connect the problem to measurable cost, risk, missed opportunity, or a meaningful reason to act now.

0 / 15 pts

Evidence from the callWhat consequence or timing signal did the buyer describe? Write an exact quote or observable moment—not a general impression.

Decision process and constraints

Clarify stakeholders, decision criteria, budget realities, alternatives, and the steps required to move forward.

0 / 15 pts

Evidence from the callWhat did the call reveal about how a decision will be made? Write an exact quote or observable moment—not a general impression.

Listening and useful follow-ups

Respond to the buyer's language, leave room to think, and ask follow-ups that deepen rather than redirect the conversation.

0 / 10 pts

Evidence from the callWhere did the rep demonstrate listening or miss an important cue? Write an exact quote or observable moment—not a general impression.

Priority recap and alignment

Summarize the buyer's situation, desired outcome, and priorities, then invite a correction before proposing next steps.

0 / 10 pts

Evidence from the callHow did the buyer confirm or correct the recap? Write an exact quote or observable moment—not a general impression.

Committed next step

End with a useful action, a named owner, a date, and shared clarity about what each person will do next.

0 / 10 pts

Evidence from the callWhat exact commitment did each party make? Write an exact quote or observable moment—not a general impression.

Coaching plan

Leave with one behavior to practice.

Specific beats comprehensive. Pick the action most likely to improve the next customer conversation.

Strongest moment to repeatHighest-priority coaching focusAction to practice on the next callEmployee reflectionFollow-up review date

A faster way to review calls

Use this standard on every conversation.

MoreSignal scores calls against your rubric, shows the transcript evidence behind each rating, and gives every employee one focused coaching action.

See MoreSignal

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