Sales Call Scorecard

Full definition

A sales call scorecard is a structured rubric used to evaluate a sales call against specific criteria — methodology adherence, rapport building, objection handling, discovery depth, and so on. Traditionally filled in manually by a manager listening to a recording, modern tools can auto-generate scorecards from conversation intelligence or real-time coaching output. Scorecards are most useful when they inform coaching conversations rather than serving as performance management instruments.