Owners and admins set the scoring method in Settings → Coaching. It applies to the whole
team. Call scoring is available on every plan.
Set your team’s rubric
1
Open the Coaching settings
Go to Settings › Coaching. The Call scoring card shows your current rubric and its
version. Click Change.
2
1. Start from a method
Pick Salesfinity standard, Sandler-style or Challenger-style. Or pick Your own
method to keep what you have and edit it. A preset is a starting point: everything stays
editable after you choose. See the four methods below.
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2. Describe how your team sells
Write a few sentences the way you would brief a new rep. The scorer reads this before it grades
every call.
4
3. Choose what matters on a call
Set each area to Critical, Important, Nice to have or Don’t score. The areas are
Opening, Discovery, Pitch, Tone & pace, Objection handling and Booking the
next step. Open an area to describe what great sounds like on your team. To set exact
weights, click Set exact percentages instead. They must add up to 100.
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4. Add must-do checks (optional)
List things every rep should do on every call, such as “Asked what dialer they use today.”
Each one is graded as done, partly done or not done.
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5. Pick which calls get scored
Turn Score calls automatically on or off, set the minimum call length, and choose whether to
score only calls where a person answered.
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6. Try it on a real call (optional)
Click Score a past call with this method. You see the new score next to the old one.
Nothing is saved.
8
Save
Click Save scoring method. New calls use the new rubric right away.
The four methods
After you change the rubric
Every save creates a new rubric version. Click History on the Call scoring card to see who changed what and when. Click Test on a call to check the current rubric on any past call. New calls use the new rubric right away. Calls scored earlier keep their old score until someone re-scores them: owners and admins see a Re-score button on each scorecard.Use the same must-dos on live calls
The must-do checks you add in step 4 can also run during the call. In Live Assist, the must-do checklist is set to Same as your scoring by default, so reps see the same list tick off live, with a reminder before they hang up.Next steps
Score calls with your team's rubric
How a call gets scored, and how to read and share a scorecard.
Give reps coaching tips during the call
Catch pace and talk-time habits while the rep can still fix them.