Scorecard templates for sales, recruitment and support
Thirteen scorecards a team lead can use on Monday: the sales methods your reps already know, two for interviews and two for support calls. Each comes with weights, a 0–3 rubric and what good sounds like.
Sales
Qualification methods and the calls your reps run every week.
- MEDDIC
6 criteria
Discovery and qualification calls in complex B2B deals with several stakeholders, a budget approval and a cycle of weeks or months.
- MEDDPICC
8 criteria
Enterprise deals with a formal procurement process, legal review and competing vendors, from qualification to the final negotiation.
- BANT
4 criteria
First calls and inbound qualification, where a rep or SDR decides quickly whether a lead is worth a full discovery.
- SPIN
4 criteria
Discovery calls in larger B2B sales, where the buyer has to see the size of the problem before a solution makes sense.
- SPICED
5 criteria
Discovery calls in recurring-revenue businesses, where the deal depends on impact the customer can measure and a date that forces a decision.
- Challenger
3 criteria
Mid-cycle conversations where the rep has to change how the customer sees the problem, not just answer their questions.
- Discovery call
6 criteria
The first real conversation with a qualified prospect, where the goal is to understand the problem before showing anything.
- Demo call
5 criteria
Product demos after discovery, where the rep should show only what solves the problems the customer already named.
- Cold call
5 criteria
Outbound phone calls by SDRs and inside sales reps, where the goal is a booked meeting or a clear answer within a few minutes.
Recruitment
Interviews and screens, scored on how the interviewer ran them.
- Structured interview
6 criteria
Coaching interviewers on competency interviews: did every candidate get the same questions, and did the follow-ups reach real evidence.
- Phone screen
6 criteria
The first 15 to 20 minute call with an applicant, to check the basics before anyone spends an hour on an interview.
Support
Quality reviews for everyday calls and for the hard ones.
- Support call QA
6 criteria
Everyday inbound support calls, reviewed on every call instead of a random sample.
- Complaint and escalation call
6 criteria
Calls with an upset customer, a formal complaint or a case that has to go to a second line or a manager.
Scorecards, briefly
What is a call scorecard?
A call scorecard is a short list of criteria a conversation is judged on, each with a weight and a rubric. Team leads use it to coach consistently: every rep, recruiter or agent is measured on the same moments, such as naming the pain, probing a candidate’s example or confirming the fix, instead of on a gut feeling after one call.
Which scorecard template should we start with?
Start with the conversation your team has most. Sales teams that qualify with MEDDIC or BANT use that template on discovery calls; teams that coach by stage use the discovery, demo and cold call templates. Recruitment teams start with the phone screen, support teams with call QA. Most teams run two scorecards at most.
Can Drummer score our calls against these templates?
Yes. Pick a template, change the criteria, weights and wording to match your playbook, and Drummer scores every conversation against it automatically. Each criterion gets a score, the reasoning behind it and the timestamp of the moment that proves it, in English, Dutch, French or German.
Coach every conversation, starting next week.
Thirty minutes, on your own conversations and your own playbook. Nothing new for your team to learn.