# New Rep Call Review Rubric

> A 7-category, weighted scoring rubric with explicit 1-5 descriptors for every category, built so any manager scoring the same call lands within half a point of any other manager.

Free scorecard/rubric for sales managers. Topic: [Onboarding & Ramp](https://www.peerlab.ai/library/topic/onboarding-ramp/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/new-rep-call-review-rubric/

## How to use it

Score each of the rep's first 20 recorded calls against the same sheet, track the weighted total per call on a single trend line per rep, and treat any category averaging below 2.5 across calls 11-20 as a real competency gap worth coaching.

## What's inside

- Opening & Rapport scoring criteria (10% weight)
- Discovery & Qualification scoring criteria (25% weight)
- Value/Solution Articulation scoring criteria (20% weight)
- Objection Handling scoring criteria (15% weight)
- Next Steps & Call Control scoring criteria (15% weight)
- Communication Quality scoring criteria (10% weight)
- Process/CRM Follow-through scoring criteria (5% weight)
- 5-point universal scoring scale (Exceptional / Strong / Adequate / Weak / Absent)
- Weighted per-call scoring sheet template
- Reviewer calibration protocol
- Trend-flag thresholds for escalation

Use on the first 20 recorded calls. Same rubric, every reviewer, every time, that's what makes scores comparable across managers.

## Scoring scale (used in every category)
- **5: Exceptional:** Executed skillfully and adapted to the specific prospect
- **4: Strong:** Executed well with minor missed opportunities
- **3: Adequate:** Present but mechanical/scripted, no adaptation
- **2, Weak:** Attempted but executed poorly or inconsistently
- **1, Absent:** Not observed at all in this call

## Categories & weights

### 1. Opening & Rapport: 10%
- 5: Personalized opening referencing something specific to this prospect; sets a clear, mutually agreed agenda
- 3: Generic opening, states purpose but doesn't confirm agreement
- 1: Launches straight into pitch/questions with no framing

### 2. Discovery & Qualification: 25%
- 5: Uncovers a specific, quantified business pain in the prospect's own words; confirms budget/authority/timeline naturally
- 3: Asks qualifying questions but accepts vague answers without probing further
- 1: Skips discovery or asks questions that don't inform the rest of the call

### 3. Value/Solution Articulation: 20%
- 5: Ties every point made directly to the pain surfaced in discovery, in the prospect's language
- 3: Delivers a generic pitch not clearly connected to what the prospect said
- 1: Feature-dumps with no connection to prospect's stated needs

### 4. Objection Handling: 15%
- 5: Lets objection finish, identifies the real concern behind it, resolves it, confirms resolution
- 3: Responds to the objection but with a generic rebuttal, doesn't check it landed
- 1: Gets defensive, argues, or ignores the objection and moves on

### 5. Next Steps & Call Control: 15%
- 5: Secures a specific, calendared next step with mutual commitment from both sides
- 3: Mentions a next step but leaves it vague ("I'll follow up")
- 1: Call ends with no next step or an unclear one

### 6. Communication Quality: 10%
- 5: Natural pace/tone matched to the prospect, strong listening signals (paraphrasing, references back)
- 3: Delivers information clearly but talks over/at the prospect
- 1: Rushed, monotone, or dominates >70% of talk time on a discovery call

### 7. Process/CRM Follow-through: 5%
- 5: Notes and next steps logged accurately within 24 hours, deal stage matches reality
- 3: Logged but late or missing details
- 1: Not logged or materially inaccurate vs. what happened on the call

## Scoring sheet (per call)

| Category | Weight | Score (1-5) | Weighted (score × weight) |
|---|---|---|---|
| Opening & Rapport | 10% | | |
| Discovery & Qualification | 25% | | |
| Value/Solution Articulation | 20% | | |
| Objection Handling | 15% | | |
| Next Steps & Call Control | 15% | | |
| Communication Quality | 10% | | |
| Process/CRM Follow-through | 5% | | |
| **Total (out of 5.0)** | 100% | | **__** |

## Calibration notes for reviewers
- Score the call, not the rep's potential or effort: score what happened, not what they meant to do
- Two reviewers should be within 0.5 points of each other on the same call; if not, re-calibrate together before scoring more calls
- Track scores across all 20 calls on a single line chart per rep: you're looking for trend, not any single call
- A rep can score low on calls 1-5 and be on track; a rep flat or declining by call 15-20 is the real signal

## Trend flags
- Any category below 2.5 average across calls 11-20 → treat as the flagged competency in the Skill Gap Diagnostic
- Discovery score not improving despite coaching → check whether coaching actually addressed discovery, or just addressed pitch delivery