Score Definitions & Assessment Criteria
This guide provides detailed criteria for evaluating performance across six key categories. Each score level represents a distinct performance tier with specific behavioral indicators and outcomes.
Struggles to build trust; prospect remains cold or confused. No meaningful industry knowledge demonstrated.
Intro unclear or missing; visuals/qualifiers absent or introduced far too late. Prospect expresses confusion.
Creates unnecessary objections, mishandles real ones, or accepts deferrals without challenge.
Ignores buying signals, shifts into small talk or email, no attempt to secure deposit.
Apologetic, hesitant, sheepish delivery undermines authority.
No urgency; prospect leaves without next step or commitment.
Basic rapport established, but shallow; prospect warms slightly but remains skeptical. Limited authority shown.
Introduction is disorganized or overly long. Visuals/qualifiers included too late, causing confusion.
Responds passively; addresses some objections but often introduces new ones. Frequently defers to email.
Attempts to close but inconsistent; buying signals often mishandled. No clear payment ask.
Uneven tone; moments of confidence but often undermined by apologetic phrasing.
Weak urgency; closes often dictated by prospect's calendar rather than guided by the rep.
Builds trust and demonstrates industry awareness; prospect engages but not fully convinced.
Introduction clearer, though still too long or lacking polish. Visuals/qualifiers present but not crisp.
Handles basic objections but struggles to reframe deferrals into commitments.
Delivers core elements of the close but may miss timing or fail to secure payment.
Generally confident but inconsistent; silence occasionally used effectively.
Creates some urgency, but often leaves next steps too soft.
Prospect trusts and engages quickly; Leon demonstrates strong industry knowledge and credibility.
Intro is crisp with qualifiers; visuals early. Prospect understands the offering clearly by 2 minutes.
Anticipates and neutralizes objections without creating new ones. Handles deferrals with partial reframes.
Recognizes buying signals, delivers attendance/deposit/fees clearly, but may hesitate slightly on the payment ask.
Consistently confident and professional; authority present; silence used effectively.
Drives clear next steps; urgency is felt, though sometimes reliant on external factors (e.g., event dates).
Immediate trust; prospect feels they are speaking with a peer and authority figure.
60-second intro, clear and powerful. Screen share and qualifiers early. Prospect grasps exclusivity and value instantly.
Never creates objections. Reframes every concern into momentum toward the close. Converts deferrals into same-call commitments.
Perfect timing. Seizes buying signals instantly. Delivers attendance, deposit, and fees crisply. Always moves to card/payment choice.
Confident, steady, never apologetic. Silence used masterfully. Prospect feels guided and reassured.
Urgency tied directly to exclusivity and value. Prospect leaves the call either closed or with a clear, locked-in next step.
Evaluate each category independently based on observed behaviors and outcomes. Consider the overall impact on prospect engagement and conversion potential.
Scores of 1-2 require immediate coaching intervention. Scores of 3-4 indicate solid foundation with room for refinement. Score of 5 represents mastery level.