> ## Documentation Index
> Fetch the complete documentation index at: https://docs.salesfinity.ai/llms.txt
> Use this file to discover all available pages before exploring further.

# Set up your own call scoring

> Tell Salesfinity what a good call sounds like on your team: the method, what matters most, and the things every rep must do.

Ask five sales managers what a great cold call sounds like and you get five answers. Call scoring
follows yours. You set the method once, and every answered call is graded against it.

<Note>
  Owners and admins set the scoring method in **Settings → Coaching**. It applies to the whole
  team. Call scoring is available on every plan.
</Note>

## Set your team's rubric

<Steps>
  <Step title="Open the Coaching settings">
    Go to **Settings** › **Coaching**. The **Call scoring** card shows your current rubric and its
    version. Click **Change**.
  </Step>

  <Step title="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](#the-four-methods) below.
  </Step>

  <Step title="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.
  </Step>

  <Step title="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.
  </Step>

  <Step title="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.
  </Step>

  <Step title="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.
  </Step>

  <Step title="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.
  </Step>

  <Step title="Save">
    Click **Save scoring method**. New calls use the new rubric right away.
  </Step>
</Steps>

## The four methods

| Method | What it grades for |
| - | - |
| **Salesfinity standard** | Balanced cold-call scoring: a permission-based opener, real discovery, a tight pitch and a booked next step. |
| **Sandler-style** | Earn permission up front, uncover pain before presenting, qualify budget and decision process, and agree next steps. |
| **Challenger-style** | Lead with an insight that reframes the problem, tailor it to the prospect, and take control of the conversation. |
| **Your own method** | Describe how your team sells and set what matters. Best if you already have a scorecard you trust. |

## 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](/live-assist/overview), 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

<CardGroup cols={2}>
  <Card title="Score calls with your team's rubric" icon="clipboard-check" href="/calls/call-scoring">
    How a call gets scored, and how to read and share a scorecard.
  </Card>

  <Card title="Give reps coaching tips during the call" icon="lightbulb" href="/coaching/talk-tips">
    Catch pace and talk-time habits while the rep can still fix them.
  </Card>
</CardGroup>


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