A sales call scorecard that shows its evidence.
Most call scorecards are filled in the morning after, from memory, and the score is really a mood. Copy the criteria below — discovery evidence, qualification, value, objections, next steps — and score against the transcript instead. Then, if you would rather not do it by hand, Saley grades the same five dimensions when the call ends and writes the reason next to each one.
The template
Six rows, and a quote in every one.
The first five rows are the five dimensions Saley’s post-call review grades, so a hand-scored sheet and the app’s 0–100 are arguing about the same call. The sixth row is the manager’s — no software writes that one.
- Discovery evidence. The problem is in the buyer's own words, with a consequence attached. A quote from the call goes in the box — not the rep's paraphrase of it.
- Qualification. Budget, Authority, Need, and Timeline each covered or explicitly ruled out, with the line that established it.
- Value articulation. Every claim made on the call maps back to something the buyer said hurt. A feature mentioned with no matching painpoint scores nothing.
- Objection handling. The pushback was named, questioned, and answered — not deflected to a follow-up email or talked over.
- Next steps. A specific commitment with an owner and a date, agreed out loud before the call ended. “I'll send something over” is a zero.
- Manager review notes. One thing to keep, one thing to change, and the timestamp on the recording where the coaching moment happens.
The scale
Score it 0, 1, or 2.
Twelve points across six rows. A team that argues about whether a call was a 6 or a 7 out of 10 is arguing about the scale, not the call.
0 — Missing
It did not happen on the call. Not attempted, or attempted and abandoned when the buyer changed the subject.
1 — Partial
It happened, but you cannot point at the line that proves it. Usually means the rep asked and moved on before the answer landed.
2 — Evidenced
It happened and there is a transcript line to quote. This is the only score that survives an argument with the rep.
A 2 needs a line you can quote. If nobody can find the line, it is a 1. That single rule is what stops a scorecard drifting into a popularity contest, and it is why scoring against a speaker-separated transcript beats scoring from memory.
Row one
Discovery evidence, not discovery effort
Asking six questions is not discovery. Discovery is the moment the buyer describes what breaks, who it breaks for, and what it has already cost — in their words, unprompted enough that you could not have written it yourself before the call.
So the row scores the answer, never the question. Write the quote in the box. If the box is empty, the rep asked and then kept talking, which is the most common way a good call turns into a vague one.
The questions worth refusing to leave a call without are in the sales playbook template, and the homework that makes the first one land is in the pre-call brief.
- Value props / differentiators
- ICP — who you sell to
- Objections & best responses
- Pricing & packaging
- Call goal / methodology
Row two
Qualification: BANT on the sheet, MEDDIC in the margin
Saley’s review marks Budget, Authority, Need, and Timeline covered or not, and shows the supporting transcript line when the analysis returns one. If your team runs a MEDDIC scorecard instead, keep these six as a manual column and score them off the transcript — the app grades BANT, not MEDDIC.
M — Metrics
What number moves if this works, and what is it today?
E — Economic buyer
Who releases the money, and have you spoken to them or only about them?
D — Decision criteria
What will they compare you against, and on which three things?
D — Decision process
Which steps stand between a yes and a signature — security, procurement, legal?
I — Identify pain
What breaks today, who feels it, and what has it already cost them?
C — Champion
Who sells this internally when you are not in the room, and what do they get out of it?
Rows three and four
Value articulation and objection handling
Score value articulation by pairing: every claim the rep made against a painpoint the buyer actually raised. Claims with no pair are a demo, not a pitch, and they are the reason a call can feel great and close nothing.
Score objection handling on three beats — was the pushback named, was it questioned before it was answered, and was it answered on the call. Deferring to a follow-up email is a zero however polite it sounded.
While the call is running, Saley surfaces an objection card and the painpoints detected so far on an overlay only you can see, drawn from your Playbook rather than a generic script. Live objection handling
Don’t email pricing cold. Ask what outcome they’d measure, then book the next call to walk it through.
Row five
Next steps, or a mutual action plan in miniature
A mutual action plan is just this row taken seriously: the steps both sides owe each other between now and a decision. You do not need a separate document to start — you need these five lines agreed out loud before the call ends.
- The next meeting, with a date both sides said out loud rather than a promise to find time.
- Who on their side has to be in that meeting, and who is bringing them.
- The internal step they owe you before it — a security questionnaire, a budget conversation, a demo for a colleague.
- The step you owe them, written as a deliverable rather than “some information”.
- The decision date they are working back from, and what happens to it if a step slips.
Stopping the call in Saley gives you the best available immediate recap, up to three takeaways, and detected action items while the full review finishes — which is most of this list captured before you have opened the sheet.
Honest comparison
A scorecard document vs a scored call
A template is free, infinitely customisable, and only as good as the discipline behind it. Saley is fixed in shape and scores every call the same way. Neither one wins every row.
| Static scorecard template | Saley | |
|---|---|---|
| When you fill it in | After the call, from memory, usually the next morning if at all. | The review runs when the call ends, against the full transcript, and can be re-run later on a stored call. |
| What backs a score | Whatever the scorer remembers, argued about in the 1:1. | A written reason per dimension, plus the transcript line behind a BANT item when the analysis returns one. |
| Help during the call | None. A document does not talk back at 3pm on a Tuesday. | An overlay only you can see, with the objection card, detected painpoints, and a YOU/THEM talk-ratio bar. |
| Consistency across reps | Depends who scored it. Two managers, two numbers, same call. | The same five dimensions and the same 0–100 scale on every call, including practice calls. |
| Adapting it to what you sell | You rewrite the document, then chase everyone to use the new one. | The review reads the active Playbook, so your value props, objection responses, and call goal are what it grades against. |
| Custom criteria | Anything you like — MEDDIC, SPICED, your own weights, a column for accents. | A fixed five-dimension rubric and BANT. Rows outside that stay a manual column on your sheet. |
The two are not exclusive. Keep the sheet for the rows Saley does not grade — MEDDIC, your own weights, the coaching note — and let the app carry the five it does. AI sales call scoring with written reasons
Row six
The manager review that makes the score worth having
Have the rep score their own call before the 1:1, then compare sheets. The gap is the coaching — it tells you what the rep thinks a good call looks like, which is more useful than either number on its own.
Pick one row to work on until the next review. Six improvement areas is none. And drill it somewhere cheaper than a live deal: a practice call is scored on the same scale, so the rehearsal and the real thing are directly comparable. AI sales roleplay
Between reviews, the help has to arrive while someone is still talking. Saley captures your microphone and your Mac’s system audio as two channels rather than joining as a meeting bot, and Live Assist adds Next question, Catch up 60s, Summarize so far, and Action items while the call runs. Real-time sales coaching
The review reads the active Playbook, so “good discovery” means good discovery for what you sell. Team plans include shared Playbooks and admin oversight, with prices on the pricing page.
Scored against your playbook
- Discovery90
- Qualification74
- Value delivery85
- Objection handling80
- Next steps82
- BudgetNot raised on the call
- Authority“I'd loop in my VP”
- Need“notes are a mess”
- Timeline“next quarter”
Sales call scorecard FAQ
What people ask about call scorecards
What is a sales call scorecard?
A sales call scorecard is a fixed list of criteria used to grade a call the same way every time: discovery evidence, qualification, value articulation, objection handling, and next steps. Each criterion gets a score and, ideally, a quote from the call that justifies it. The point is comparability — one rep's call against another's, and this month's calls against last month's.
What should a sales call scorecard template include?
Six rows cover most teams: discovery evidence, qualification, value articulation, objection handling, next steps, and the manager's review notes. Add a scoring scale, a box for the transcript quote behind each score, and a single line for the one thing the rep should change before the next call. Keep the scale to three points — a five-point scale sounds precise and scores like noise.
How does Saley score a sales call?
Saley returns an overall score from 0 to 100 and grades five dimensions — discovery, qualification, value delivery, objection handling, and next steps — each with a written reason rather than only a number. It also marks Budget, Authority, Need, and Timeline as covered or not, and shows the supporting transcript line when the analysis returns one.
Can I use this scorecard with MEDDIC?
Yes, as a manual column. The MEDDIC prompts on this page slot into the qualification row of the template, and you score them by reading the transcript. Saley's own post-call review uses a fixed five-dimension rubric plus BANT, so a MEDDIC row is something you keep on your sheet rather than something the app grades for you.
Is this a downloadable scorecard template?
There is nothing to download and no form. Copy the criteria, the scale, and the next-steps checklist from this page into whatever your team already uses. Saley itself is a macOS AI sales call assistant, not a document product — the reason the scorecard is here is that the five criteria are the same five the app grades after the call.
Who fills the scorecard in — the rep or the manager?
Both, on the same call, then compare. The gap between a rep's self-score and a manager's is usually more useful than either number alone, because it shows what the rep believes a good call looks like. Saley's score gives the conversation a third reference point that neither side wrote.
Keep reading
The rest of the call
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