Sales call scorecard template
Pick a call type or a sales methodology, choose the rows you want and set the weights. Then print it, save it as a PDF, download a CSV or paste it straight into Google Sheets. Free, with no signup.
By call type
By methodology
For outbound first calls: earning the first minute, finding a reason to talk and booking a next step.
Rows and weights
Untick to remove a row, click a name to rename it, and use the arrows to reorder.
Total 100 of 100
Export
Sales call scorecard
Cold call scorecard
Score each row from 1 to 5
| Criterion | 1 | 3 | 5 | Weight | Score | Notes |
|---|---|---|---|---|---|---|
| OpenerSays who they are and why they are calling, and earns a moment instead of assuming it. | Launches into a pitch, or is vague about who they are and why they called. | Clear about who and why, but it sounds read from a script or could be said to anyone. | Honest, specific opener tied to the prospect’s role, with a short ask for permission to continue. | 15% | ||
| Reason for the callNames a problem the prospect might recognize, in their language rather than the product’s. | Talks about the company or product; no problem is named. | Names a problem, but a generic one that does not fit this prospect. | Names a specific, recognizable problem and checks whether it applies before going further. | 15% | ||
| Discovery questionsAsks open questions and follows up on the answers. | No questions, or only yes/no questions that lead to a pitch. | Asks a few open questions but moves on before hearing the full answer. | Open questions that get the prospect describing their situation, with follow-ups on what they actually said. | 20% | ||
| Objection handlingAcknowledges pushback, finds out what is behind it and responds to the real concern. | Argues, ignores the objection, or caves straight away with a discount. | Acknowledges the objection, then goes back to the pitch without exploring it. | Acknowledges it, asks one question to understand it and answers the real concern calmly. | 20% | ||
| ListeningLets the prospect talk and uses what they said. | Talks over the prospect or delivers a monologue. | Lets the prospect speak but does not use what they said. | Plays back the prospect’s words and builds the next question on them. | 10% | ||
| Next stepEnds with a clear, agreed next step, or a clean exit. | No next step, or a vague “I’ll send something over.” | Asks for a meeting, but without a specific time or agenda. | Agrees a specific time, agenda and who should attend, or respectfully accepts a no. | 15% | ||
| Tone and paceSounds calm, clear and conversational. | Rushed, flat or pushy for most of the call. | Mostly clear, with stretches of rushing or filler words. | Calm, unhurried and conversational from start to finish. | 5% | ||
| Total | Score out of 100: add weight x score / 5 for each row you scored, divide by those rows’ total weight, then multiply by 100. | 100% | ||||
Scores 2 and 4 sit between the descriptions. Free scorecard template from vonvo.ai.
How to score a call with it
- Listen to the whole call once before you score anything, so one strong or weak moment does not color every row.
- Score each row from 1 to 5 against the descriptions. Use 2 and 4 when the call sits between them.
- Write down the moment behind each low score, with the words the rep used, so the feedback is specific.
- Pick one row to coach next, usually a high-weight row with a low score. Five fixes at once rarely stick.
How to calibrate scores across managers
A scorecard is only fair if two managers would give the same call a similar score. Calibration is how you get there.
Score the same call on your own
Pick one recorded call. Every manager scores it alone, row by row, before anyone talks about it. Scoring together first just copies the loudest voice.
Compare row by row
Put the scores side by side. Rows where managers are close need no discussion. Spend the time on rows that are two or more points apart.
Point to the moment
For each gap, each person names the exact moment in the call that drove their score. Most disagreements turn out to be about different moments, not different standards.
Rewrite the anchors in your words
Where the 1, 3 and 5 descriptions left room for doubt, rewrite them using quotes from the call. Specific anchors make the next call easier to score.
Keep example calls for each level
Save a call, or a clip, that the team agrees is a 1, a 3 and a 5 for each row. New managers can listen to them before they score anyone.
Score behavior, not the outcome
A call can book a meeting and still score low on discovery, or end in a no and score high. Score what the rep did, so the feedback is about what they can repeat or change.
Repeat on a regular rhythm
Calibrate again with a new call on a regular schedule, and whenever you change the scorecard. Standards drift quietly when no one checks them.
Scorecards by sales methodology
Each methodology guide explains the stages behind its scorecard rows. Load any of them into the template above.
- NEPQ
7 rows, also scored automatically in Vonvo
- MEDDIC and MEDDPICC
7 rows
- SPIN Selling
6 rows
- BANT
6 rows
- The Challenger Sale
7 rows
- Sandler Selling System
6 rows
- Gap Selling
6 rows
- SPICED
7 rows
- Value Selling Framework
6 rows
- Solution Selling
6 rows
- Command of the Message
7 rows
- Consultative Selling
7 rows
- Straight Line Persuasion
7 rows
Questions about call scorecards
What should a sales call scorecard include?
A short list of behaviors you can hear on the call, each with a description of what a low, middle and high score sounds like, and a weight that reflects how much it matters for that call type. Fewer, clearer rows beat a long checklist that no one fills in the same way.
How do I weight the criteria?
Start with the defaults in the template, then move weight toward the skills that most affect outcomes for your team and away from the ones reps already do well. The weights should add up to 100 so the total reads as a score out of 100.
How is the total score calculated?
Score each row from 1 to 5, multiply by the row’s weight and divide by 5, then add the results. With every row scored and weights that add up to 100, that sum is the score out of 100, so a call that scores 5 on every row gets 100. If you skip a row, divide the sum by the total weight of the rows you did score and multiply by 100, so the skipped row doesn’t count as zero.
Should reps score their own calls?
Yes, alongside a manager. Asking the rep to score the call first, then comparing, turns the review into a conversation about the gaps rather than a verdict, and shows you whether the rep can hear what you hear.
Can I use this scorecard in Google Sheets or Excel?
Yes. Use “Copy for Google Sheets” and paste into a blank sheet, or download the CSV and open it in Excel or Sheets. You can also print it or save it as a PDF from the print dialog.
How does Vonvo score calls?
Vonvo scores practice calls automatically with AI on an NEPQ-based scorecard, so reps get feedback after every practice call without a manager listening in. SPIN, MEDDIC and BANT are available as frameworks for practice and live-coaching guidance. This free template is for scoring calls by hand.
Vonvo scores practice calls automatically.
Reps practice with AI buyers and get an NEPQ-based scorecard after every call. Start with 250 free credits, about 25 minutes of practice, no card needed.