Interview scorecard template

Cold Caller interview scorecard

Evaluate Cold Caller candidates across 4 weighted areas: track record, method and qualification, relationships and trust, and drive and resilience. Track record leads at 35%, so ask for call volume, connect rate, and meetings booked, plus what they were selling and to whom. Use the rubric to compare role-specific evidence consistently.

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sales business developmentcold callingoutboundprospectingtelesales
TL;DR
For track record, look for evidence the candidate gives real dial, connect, and booking numbers, and knows their own conversion at each step. For method and qualification, look for evidence the candidate has a deliberate opener and qualifies on the call rather than booking meetings that waste the closer's time. Apply the written 1–5 anchors to every answer, record the evidence behind each rating, and use the factor weights to reach a consistent overall assessment.
Complete evaluation framework

What to assess and how to score it

Review the evidence signals before interviewing. Then use the anchored descriptions—not instinct alone—to choose the score that best matches each answer.

01
Evaluation factor

Track record

35% weight

Ask for call volume, connect rate, and meetings booked, plus what they were selling and to whom.

Evidence to listen for

  • Gives numbers: quota, attainment, deal size, client roster
  • Explains the market and buyer they sold to, not just the product
  • Distinguishes what they closed from what the team closed
  • Can describe a deal they lost and why

Five-point scoring guide

1
Poor

No numbers; cannot describe what they actually sold or to whom.

2
Needs Improvement

Vague attainment; credit for team results is unclear.

3
Satisfactory

Real record with some numbers; attribution occasionally fuzzy.

4
Very Good

Clear numbers and ownership, including honest losses.

5
Excellent

Gives real dial, connect, and booking numbers, and knows their own conversion at each step.

02
Evaluation factor

Method and qualification

25% weight

Test their opener, how they handle the first ten seconds, and whether they qualify or just book anyone.

Evidence to listen for

  • Has a repeatable approach to qualifying and progressing deals
  • Can walk a real deal from first contact to close
  • Handles objections with questions rather than scripts
  • Knows when to disqualify

Five-point scoring guide

1
Poor

No method; pitches at everyone and hopes.

2
Needs Improvement

Weak qualification; deals stall with no diagnosis.

3
Satisfactory

Workable method; inconsistent on complex or long cycles.

4
Very Good

Clear repeatable method; disqualifies early and deliberately.

5
Excellent

Has a deliberate opener and qualifies on the call rather than booking meetings that waste the closer's time.

03
Evaluation factor

Relationships and trust

25% weight

Assess how they leave a prospect willing to take a future call after a no.

Evidence to listen for

  • Has clients or talent who came back or referred them
  • Manages a difficult conversation without damaging the relationship
  • Represents the client's interest, not only the commission
  • Builds rapport across seniority levels

Five-point scoring guide

1
Poor

Transactional; burns relationships for a close.

2
Needs Improvement

Builds rapport but does not sustain relationships.

3
Satisfactory

Solid relationships; less tested in conflict.

4
Very Good

Repeat business and referrals; handles conflict without damage.

5
Excellent

Ends declined calls without burning the contact, and has prospects who came back later.

04
Evaluation factor

Drive and resilience

15% weight

Judge how they sustain dial volume through a day of rejection, and whether the pitch stays honest.

Evidence to listen for

  • Handles rejection and a bad quarter without unravelling
  • Self-directed on pipeline rather than waiting for leads
  • Coachable on feedback
  • Honest in how they represent the product and themselves

Five-point scoring guide

1
Poor

Gives up easily; blames leads, product, or market.

2
Needs Improvement

Motivation depends on momentum; resistant to coaching.

3
Satisfactory

Steady; recovers from setbacks with support.

4
Very Good

Self-motivated, coachable, and steady through bad stretches.

5
Excellent

Holds volume and honesty deep into a rejection-heavy day, and takes coaching on call reviews.

Evidence-led prompts

Interview questions for a Cold Caller

Use these prompts to surface evidence for the weighted factors above and compare candidates against the same role-specific criteria.

  1. 01

    Give us a brief summary of your previous cold calling experience: what were you selling, to whom, and what were your dials, connect rate, and meetings booked per week?

  2. 02

    What experience do you have with telemarketing or phone sales, and was it B2B, B2C, or both?

  3. 03

    Do you hold any sales or marketing certifications or formal training, such as Sandler, SPIN, or an in-house SDR bootcamp?

  4. 04

    Walk us through how you research a lead before you dial: what do you look at, and how long do you spend?

  5. 05

    What strategies do you use to engage a potential client who seems disinterested? Say the actual lines out loud, as you would on the call.

See the complete Cold Caller question set
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Score every candidate against the same standard

Add these weighted factors to Hirevire and let AI evaluate recorded answers against your rubric.

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