Scorecard template
BANT scorecard template
First calls and inbound qualification, where a rep or SDR decides quickly whether a lead is worth a full discovery.
The scorecard
Score each criterion from 0 to 3. Multiply by its weight, add it up, and a call lands between 0 and 100.
| Criterion | Weight | What the scorer asks | 0 Not touched | 1 Mentioned | 2 Explored | 3 Confirmed |
|---|---|---|---|---|---|---|
| Budget | 25 | Did the rep establish whether money is available, or can be made available, for this? | Budget not discussed. | Budget mentioned, no amount or source. | Rep asked about amount, source and budget cycle. | Budget range and source confirmed back by the prospect. |
| Authority | 25 | Did the rep find out who makes the decision and who else has a say? | Decision makers not discussed. | Contact hints someone else decides, no name. | Rep asked who decides and who influences. | Decision maker and influencers named and confirmed back. |
| Need | 30 | Did the prospect describe a concrete need that the product addresses? | No need surfaced. | General interest, no concrete problem. | Rep explored the problem and its consequences. | Need stated by the prospect and summarised back for agreement. |
| Timeline | 20 | Did the rep learn when the prospect wants to decide and go live, and why then? | Timing not discussed. | Vague timing, such as later this year. | Rep asked for dates and what drives them. | Decision and go-live dates with a reason, confirmed back. |
What to listen for, criterion by criterion
25/100
Budget
Listen for
- An existing budget line or an amount
- How similar purchases were funded
- When the budget cycle starts
What good sounds like Is there budget set aside for this year, or would it need to be found, and who would find it?
25/100
Authority
Listen for
- The decision maker by name or role
- Influencers and future users involved
- Whether the contact can sign
What good sounds like Besides you, who will weigh in on this, and who has the final word?
30/100
Need
Listen for
- A problem in the prospect's own words
- How they handle it today
- What happens if nothing changes
What good sounds like What made you take this call now? What is not working in the way you handle it today?
20/100
Timeline
Listen for
- A target date for a decision or go-live
- An event that drives that date
- What could delay it
What good sounds like When would this need to be running, and what happens if it is not running by then?
A call scored against this template
Drummer scores every call against the template you choose. Each criterion gets its reasoning and the moment in the call that proves it, so a manager checks the evidence in seconds instead of listening to the whole call.
Scored against BANT
Call with Maes Industrial Supplies
40:00
77/100Call score
- Budget3 / 305:07
- Authority1 / 314:25
- Need3 / 323:43
- Timeline2 / 333:01
Need is well evidenced. Authority only came up in passing: ask about it before the next call.
About this template
BANT stands for Budget, Authority, Need and Timeline. It comes from IBM, which used it to qualify sales opportunities, and it is still the most widely known qualification checklist. Its strength is speed: four questions that tell a rep whether a lead deserves more time. The BANT glossary entry has the short definition.
Use this scorecard on first calls and inbound qualification, typically by SDRs or inside sales reps before a hand-off. It is less suited to complex deals with many stakeholders and a long cycle; there the MEDDIC template asks the questions BANT skips, such as decision criteria and a champion.
How does Drummer score a call against BANT?
Drummer scores each of the four criteria of every recorded call from 0 to 3, with its reasoning and a timestamp that jumps to the moment in the call. A manager opens a comment thread on that moment and coaches on what was actually said. It works on Dutch, French and German calls as well as English ones. More on coaching with scorecards.
Watch the order of the questions as much as the score. A rep who opens with budget before the prospect has named a need tends to get a guarded answer; a strong BANT call earns the budget question by starting with the problem.
Questions about this template
What is a BANT scorecard?
A BANT scorecard scores a qualification call on four criteria: budget, authority, need and timeline. Each gets a score from 0 to 3 and a weight. It tells a manager in seconds whether a rep or SDR asked the basic qualification questions, and whether a lead is ready to move on to a full discovery call with an account executive.
How do you weight BANT criteria?
This template gives need the most weight, 30 points, because budget and authority mean little if the prospect has no problem to solve. Budget and authority get 25 each and timeline 20, for a total of 100. Teams that sell to a fixed budget cycle, such as the public sector, often raise budget and timeline.
Can Drummer score our calls against our own version?
Yes. Upload your own qualification criteria and weights, or start from this template and edit it. Drummer scores every recorded call against your version, with its reasoning and a timestamp per criterion. Managers jump straight to the moment a question was asked, or should have been, and leave a comment for the rep.
More scorecard templates
Scorecard templatesMEDDIC
Discovery and qualification calls in complex B2B deals with several stakeholders, a budget approval and a cycle of weeks or months.
MEDDPICC
Enterprise deals with a formal procurement process, legal review and competing vendors, from qualification to the final negotiation.
SPIN
Discovery calls in larger B2B sales, where the buyer has to see the size of the problem before a solution makes sense.
Score your calls with this
Bring a few recordings to a 30-minute demo and see them scored against BANT, with the moment that proves each criterion.