# New Rep Certification Scorecard

> The pass/fail rubric that decides whether a new hire is cleared to run live calls solo: weighted criteria, a 4-point scale with descriptors, a hard pass threshold, and a documented sign-off.

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-certification-scorecard/

## How to use it

Have a manager or enablement assessor score a live or recorded call (or a role-play simulation) against all 6 criteria, apply the weighted formula, and use the decision rules, not gut feel, to determine solo clearance.

## What's inside

- 6 weighted certification criteria
- 4-point scoring scale with descriptors
- Full descriptor table for each criterion at each score level
- Weighted-average formula
- Pass / Conditional Pass / Fail decision rules
- Re-certification path and timeline
- Assessor sign-off section

Use this to certify a new hire before they're cleared to run calls solo. Score against a live call, a recorded call, or a role-play simulation, the rubric is the same either way.

---

## Scoring scale (applies to every criterion)

| Score | Label | Descriptor |
|---|---|---|
| 1 | Does Not Meet | Skill absent or actively harmful to the deal; would need to be redone |
| 2 | Approaching | Attempted but incomplete, inconsistent, or needs prompting |
| 3 | Meets Bar | Solid, independent, deal-safe execution: this is the passing standard |
| 4 | Exceeds Bar | Executes better than the median tenured rep on this specific skill |

---

## Certification criteria

| # | Criterion | Weight | Score (1–4) |
|---|---|---|---|
| 1 | Product & Platform Knowledge | 15% | |
| 2 | Qualification & Discovery Skill (methodology-aligned) | 25% | |
| 3 | Objection Handling | 20% | |
| 4 | Call Control, Structure & Communication | 15% | |
| 5 | CRM & Process Hygiene | 10% | |
| 6 | Role-Play / Live-Call Simulation: Overall | 15% | |

### Descriptor detail: Criterion 2: Qualification & Discovery Skill

| Score | What it looks like |
|---|---|
| 1 | Asks surface-level questions only; doesn't identify pain, buyer role, or next step |
| 2 | Covers some methodology elements but misses at least one required stage (e.g., never confirms economic buyer) |
| 3 | Independently works through the full framework; identifies pain, decision process, and a named next step without prompting |
| 4 | Above, plus uncovers pain the prospect hadn't previously articulated to anyone |

### Descriptor detail: Criterion 3: Objection Handling

| Score | What it looks like |
|---|---|
| 1 | Freezes, becomes defensive, or immediately concedes on price/competitor objections |
| 2 | Responds but relies on scripted lines without adapting to the specific objection raised |
| 3 | Acknowledges, reframes, and responds to the actual objection raised, then confirms it's resolved before moving on |
| 4 | Above, plus uses the objection to surface additional relevant information about the buyer's situation |

*(Apply the same 1–4 descriptor logic to Criteria 1, 4, 5, and 6: anchor each to what "independent, deal-safe execution" looks like for that specific skill.)*

---

## Weighted-score formula

```
Weighted score = Σ (Criterion score × Criterion weight)

Example:
 Product Knowledge 3 × 0.15 = 0.45
 Qualification/Discovery 3 × 0.25 = 0.75
 Objection Handling 2 × 0.20 = 0.40
 Call Control 3 × 0.15 = 0.45
 CRM Hygiene 4 × 0.10 = 0.40
 Role-Play Overall 3 × 0.15 = 0.45
 ------------------------------------------
 Weighted score total = 2.90
```

---

## Certification decision rules

- **Pass:** weighted score ≥ 3.0 AND no individual criterion scored 1 AND Role-Play/Live-Call Overall ≥ 3.
- **Conditional Pass:** weighted score ≥ 3.0, but one criterion scored below 2, OR Role-Play Overall scored exactly 2, re-test that single criterion within 5 business days; do not require a full retake.
- **Fail:** weighted score below 3.0, OR any criterion scored 1, OR two or more criteria scored 2: full retake required after a minimum 2-week additional coaching period, with a documented coaching plan attached.

*A rep never clears to solo on an average alone, the "no criterion below 2" and "Role-Play ≥ 3" rules exist specifically so a strong product-knowledge score can't mask a rep who can't actually run a live call.*

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## Sign-off

**Rep name:** _______________________ **Date assessed:** _______________________
**Assessor name / role:** _______________________
**Weighted score:** _______ **Decision:** ☐ Pass ☐ Conditional Pass ☐ Fail
**Next steps (if Conditional Pass or Fail):** _______________________
**Manager acknowledgment signature:** _______________________