1 min lesson
The scorecard and gap plan
Say what this means in practice: "Reps without a scorecard are just vibes."
Step 1 of 3
Reps without a scorecard are just vibes. Grade each stage on its own rubric, find your two weakest categories and drill only those - short daily reps beat a single cramming marathon.
Score every stage 1–5 on the dimensions that stage tests. The number itself matters less than catching the same weakness twice across reps. If your close keeps scoring a 2, that is your work, not your nerves.
Learn more
Full explanation
Full explanation
Interactive diagram. Tab through its regions; each focused region shows its detail in the panel below.
diagram: signal-bars
Weight your scorecard toward the signals the panel actually weighs most.
Learn more
Advanced table
The full-loop scorecard
The full-loop scorecardScore each row 1–5 after every rep
- Stage
- Recruiter / HM screen
- What you're scoring
- Why-Cursor specificity, pipeline math, AE-path conviction, conciseness
- Pass bar (4+)
- Crisp, product-rooted, numbers with ratios, no filler
- Stage
- Cold call opener
- What you're scoring
- Permission-based, honest, earns the next 30 seconds
- Pass bar (4+)
- Buyer grants time instead of hanging up
- Stage
- Discovery
- What you're scoring
- Talk-time ~80% them, real questions, quantified pain
- Pass bar (4+)
- You learned their workflow; you didn't pitch
- Stage
- Objection handling
- What you're scoring
- Acknowledge–Ask–Advance, calm, never argues
- Pass bar (4+)
- Each objection reopened the conversation
- Stage
- Close
- What you're scoring
- Specific meeting ask with name + slot + an out
- Pass bar (4+)
- A concrete next step, not vague time
- Stage
- Written take-home
- What you're scoring
- Personalization, clarity, no hype, one CTA, zero typos
- Pass bar (4+)
- Could only have been written for that account
- Stage
- Values / why-Cursor
- What you're scoring
- Truth-seeking, ownership, real product passion
- Pass bar (4+)
- Conviction holds up under follow-up probing
| Stage | What you're scoring | Pass bar (4+) |
|---|---|---|
| Recruiter / HM screen | Why-Cursor specificity, pipeline math, AE-path conviction, conciseness | Crisp, product-rooted, numbers with ratios, no filler |
| Cold call opener | Permission-based, honest, earns the next 30 seconds | Buyer grants time instead of hanging up |
| Discovery | Talk-time ~80% them, real questions, quantified pain | You learned their workflow; you didn't pitch |
| Objection handling | Acknowledge–Ask–Advance, calm, never argues | Each objection reopened the conversation |
| Close | Specific meeting ask with name + slot + an out | A concrete next step, not vague time |
| Written take-home | Personalization, clarity, no hype, one CTA, zero typos | Could only have been written for that account |
| Values / why-Cursor | Truth-seeking, ownership, real product passion | Conviction holds up under follow-up probing |
Average is a vanity metric; your two lowest rows are the plan.