Elements of a Good Call Scorecard

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This is for you if you’re a sales manager/leader (or aspiring team lead who will soon become a leader).

The Call Scorecard is what I look at when I evaluate sales orgs. It tells me almost everything I need to know.

Most orgs don’t even have one and if they do it’s something that was built YEARS ago and is rarely used.

That’s because it wasn’t built properly.

Here’s what I look for and why it’s so important.

Why You Need a Call Scorecard

A good scorecard will get you out of results coaching and shift you to behavior coaching.

Here are some other things that start happening when you build a good call scorecard:

• Allows for significantly better coaching

• Improve in REAL time

• Scale What Good Looks Like (studying the best, documenting them and then using those behaviors as a baseline in all scorecard evaluations)

• Faster onboarding

And most importantly, you can scale YOURSELF. If you’re the only person in your org that knows what a good cold call sounds like then you are the bottleneck.

Elements of a Good Call Scorecard

This is what I look for when evaluating call culture + scorecards at organizations I work with.

A good scorecard:

• Breaks the call into 4-5 chunks (this is where you can start focusing on WHERE to focus instead of giving loose feedback)

• Focuses on what the rep DOES and not what the outcome is. Remember, we need to focus on what we can control. For example, most call scorecards will have something like “Did we get 3 pain points on the call?” This is out of your rep’s control. Instead, rephrase this to “Did you ASK 3 pain-related questions?” THIS is within your reps control.

• Is clear and definable (#s and specifics TRUMP “this sounds good”)

• Focuses on Tone (should be the #1 thing you focus on)

• Focuses on the non-negotiables of the cold call - when I first started out , my call scorecards had like 70 things on them and it overwhelmed my reps. Now - my scorecard has just the KEY areas that I want my reps to focus on so they can develop in the right areas

Do your scorecards have these elements?

If not - then definitely start building these in.

If you want to learn more about How to Build Call Scorecards then reply to this email with “Scorecard” and I’ll put you on the list for the soft launch of my brand new Sales Leadership Accelerator Membership. It’s $2499 right now (for the year) but I’m going to introduce a monthly membership model real soon ($150ish a month).

There’s a whole Module on How to Build Call Scorecards in there that may be of interest to you.

That about wraps up the 5 minutes I promised you this would be - until next week y’all

Live Better. Sell Better.

KD