First-Call Scorecards: What We Measure Instead of "Did They Follow the Script"
Coach discovery calls without turning sellers into robots
Scripts don't survive contact with a real buyer. Here's the rubric we use to coach discovery calls without turning sellers into robots.
First-call coaching breaks when the scorecard measures theater instead of discovery quality. Sellers learn to sound compliant while missing the buyer's real problem. We rebuilt our rubric around four observable outcomes — and cut coaching time in half.
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