Free Tool · Sales & Commercial Excellence

Sales Call Coaching Scorecard

Score the call, not the charisma. Coach the behaviours that close.

Score the call, not the charisma. Eight observable behaviours — from opening with the buyer's problem to confirming a dated next step — each scored 0–2, producing one coaching priority per rep per week.

For: Sales Manager·Free — no sign-up for results·Related service: Sales Transformation

Score the call 0–2 per behaviour: 0 = didn't happen, 1 = partial, 2 = done well.

Opened with a reason relevant to the buyer, not a company intro
Asked about current situation before pitching
Asked about impact ('what does that cost you?')
Listened — buyer spoke at least half the time
Evidenced claims with a specific proof or reference
Handled the objection by exploring it, not countering it
Proposed a specific next step with a date
Confirmed the next step out loud before ending
Score all eight behaviours to get the coaching priority. 0/8 done.
Your numbers stay in your browser until you choose to download or share.

How it works

Score each behaviour 0 (didn't happen), 1 (partial), 2 (done well) on a recorded or observed call.

The tool surfaces the single weakest scored behaviour — coaching one thing weekly compounds; coaching eight things coaches nothing.

The cadence: role-play Tuesday, real calls Thursday, recording review Monday.

Worked example

A rep with 'great energy' scores 6/16: strong openers, zero impact questions, no confirmed next step. Two weeks of coaching one behaviour — impact questions — lifts proposal conversion from 22% to 31%.

Illustrative figures, not a client outcome.

Questions, answered

Should reps see the scorecard?

Yes — score together, then let them self-score the next call. Self-scored calls change behaviour faster than manager verdicts.

What about the 'relationship builders' who resist scoring?

Ask them to score a top performer's call. The behaviours are visible to everyone once someone looks for them.

Version 1.0 · Reviewed 2026-10 · Methodology is fixed and version-controlled; results depend on your inputs.

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