Ask for call volume, connect rate, and meetings booked, plus what they were selling and to whom.
Evidence to listen for 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.
Test their opener, how they handle the first ten seconds, and whether they qualify or just book anyone.
Evidence to listen for 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.
Assess how they leave a prospect willing to take a future call after a no.
Evidence to listen for 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.
Judge how they sustain dial volume through a day of rejection, and whether the pitch stays honest.
Evidence to listen for 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.
