Free tool for sales managers

Sales call scorecard

Eight things to listen for when you review a call, each with a plain description of what 0, 1 and 2 points sound like. Score a call here or print the sheet. Use it to choose what to coach next. Do not use it to rank people.

How to use it

Listen to one recorded call. Keep a pen for timestamps.
Pick 0, 1 or 2 for each criterion. If something did not come up, such as an objection, pick N/A.
Read the total, then the criterion that scored lowest.
Ask the seller the question under that criterion. Coach that one thing, nothing else.

Sales call scorecard

Call: ______________________________

Criterion	0 points	1 point	2 points
1. Opening What did you want the customer to think in the first ten seconds? What do you think they thought?	No reason for the call, or a stock "how are you today".	Says who and why, but the reason is about the seller's product.	Says who, why this customer, and asks whether now is a good time.
2. Discovery Which answer did you want to ask more about and did not?	Pitches before asking, or asks only yes or no questions.	Asks open questions but moves on after one answer.	Follows up on at least two answers ("What does that cost you?", "Who else decides?").
3. Listening What was the most important thing the customer said? Say it in their words.	Talks over the customer or misses what they said.	Lets them finish, rarely repeats it back.	Repeats back in the customer's own words at least once and uses their words later.
4. Talk balance Where was your longest stretch without a pause, and what was it for?	Seller speaks for most of the call, in long stretches.	Mixed, with one stretch of over a minute.	Customer speaks at least as much during discovery. Seller turns are short.
5. Objections What do you think the customer meant by that objection? How did you find out?	Argues, drops the price at once, or ignores it.	Acknowledges it, then gives a stock answer.	Asks what is behind it, answers that, and checks it is settled.
6. Link to the problem Which sentence of your pitch came straight from the customer's own words?	Lists features in general.	Names the customer's problem once.	Ties each benefit to something the customer said.
7. Next step If the customer forgot this call tomorrow, what would still be in their diary?	Ends on "I'll send something" or "let's keep in touch".	Proposes a next step without a date.	Agrees a specific step: what, when, and who does it.
8. Clarity and pace Which word or phrase would a new customer not understand?	Fast, full of filler, jargon unexplained.	Mostly clear, some jargon or filler.	Plain words, a pause after each question, a short summary at the end.

Outside the score: required statements made: Yes / No / Not required

Coaching use only. Score at least three calls before you draw a conclusion. diriai.com/tools

What this tool is and is not

It is a simple scorecard for coaching conversations, with eight criteria and no weighting.
It is not the DIRI AI scoring method. That method has its own criteria and limits, described on the How we score page.
Use it for coaching and training. It is not designed or validated for pay, ranking, hiring or other decisions about people. Tell your sellers that their calls are reviewed and how.
Record and share calls only where the law and your company policy allow it.
Everything runs in your browser. Nothing is saved or sent.

Questions

Why 0 to 2 and not 1 to 10?

Three levels are quick to apply on a call you hear once: missing, partly there, clearly there. A ten-point scale asks you to split hairs you cannot hear.

Can I change the criteria?

Print the blank sheet and edit it. Keep it to eight or fewer. A longer sheet gets skipped.

What if the call had no objection?

Choose N/A. It is left out of the total.

How is this different from a checklist?

A checklist asks whether a thing happened. This asks how well, in words the seller can recognise.

Give the seller somewhere to practise the one thing you picked

Feedback sticks when the seller can try it again within a day. In DIRI AI the seller practises a chosen skill on a voice call with a lifelike customer and gets a report with wording to try next. The Free plan is 3 calls a month of up to five minutes each, with no card. Running this for a team? You can ask about a team pilot.

Start free Ask about a team pilot