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Sales call scorecard templates

Nine scorecards your managers can use on Monday: the qualification methods your team already knows and the calls they run every week. Each comes with weights, a 0–3 rubric and what a strong rep sounds like.

Methodologies

Qualification and selling methods, scored criterion by criterion.

  • 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.

Call types

One scorecard per kind of call, for teams that coach by stage.

  • 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.

Methodologies

MEDDIC

Discovery and qualification calls in complex B2B deals with several stakeholders, a budget approval and a cycle of weeks or months.

Score your calls with this

  1. Metrics

    20 pts

    Did the rep get the customer to put a number on the value they expect?

    0
    No value or number discussed.
    1
    Value mentioned in general terms, no figures.
    2
    Rep asked for figures; customer gave rough estimates.
    3
    Baseline and target quantified and played back for confirmation.

  2. Economic buyer

    20 pts

    Did the rep find out who signs off on the spend and how to reach them?

    0
    Budget owner never discussed.
    1
    Someone mentioned as the decider, role unclear.
    2
    Rep asked who approves and how they decide.
    3
    Economic buyer named, access agreed and confirmed back.

  3. Decision criteria

    15 pts

    Did the rep learn what the customer will judge the options on?

    0
    Criteria not raised.
    1
    One or two requirements mentioned in passing.
    2
    Rep probed the requirements and how much each counts.
    3
    Criteria listed, ranked and confirmed back by the customer.

  4. Decision process

    15 pts

    Did the rep map the steps, people and dates between now and a signature?

    0
    Process and next steps not discussed.
    1
    A vague next step, no sequence or dates.
    2
    Rep asked about steps, owners and timing.
    3
    Full path to signature with dates, summarised and confirmed.

  5. Identify pain

    15 pts

    Did the customer describe a problem in their own words, and what it costs them?

    0
    No problem surfaced.
    1
    A generic problem mentioned, no example.
    2
    Rep dug into examples and consequences.
    3
    Pain and its cost stated by the customer, confirmed in a recap.

  6. Champion

    15 pts

    Is there someone with influence inside the account who wants this and will sell it internally?

    0
    No internal ally identified.
    1
    A friendly contact, influence or motive unclear.
    2
    Rep tested the contact's influence and personal stake.
    3
    Champion committed to a dated internal action, confirmed on the call.
Open the full template

Scorecards, briefly

What is a sales call scorecard?

A sales call scorecard is a short list of criteria a call is judged on, each with a weight and a rubric. Managers use it to coach consistently: every rep is measured on the same moments, such as naming the pain or booking the next step, instead of on a gut feeling after listening to one call.

Which scorecard template should we start with?

Start with the method your team already sells by. If you qualify with MEDDIC or BANT, use that template on discovery and qualification calls. If you coach by stage, use the call-type templates instead: discovery, demo and cold call. Most teams run two scorecards at most, one per call type that matters.

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 call 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 calls.

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