Interview scorecard template

Enrollment Coach interview scorecard

Evaluate Enrollment Coach candidates across 4 weighted areas: track record, method and qualification, relationships and trust, and drive and resilience. Track record leads at 35%, so check closed revenue on calls priced above 5k: monthly cash collected, close rate on booked calls, show rate, and average program price they sold. Use the rubric to compare role-specific evidence consistently.

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sales business developmentcoaching programsenrollment callshigh ticket closingobjection handling
TL;DR
For track record, look for evidence the candidate quotes verified numbers such as 40 percent close on 60 discovery calls monthly at 8k average, with cash collected figures. For method and qualification, look for evidence the candidate walks through a repeatable enrollment call structure and disqualifies unsuitable prospects rather than pushing every lead to a payment link. 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

Check closed revenue on calls priced above 5k: monthly cash collected, close rate on booked calls, show rate, and average program price they sold.

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

Quotes verified numbers such as 40 percent close on 60 discovery calls monthly at 8k average, with cash collected figures.

02
Evaluation factor

Method and qualification

25% weight

Probe their call framework: discovery depth, qualifying on budget and readiness, payment plan versus pay in full, and how they log outcomes in Close, HubSpot, or GoHighLevel.

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

Walks through a repeatable enrollment call structure and disqualifies unsuitable prospects rather than pushing every lead to a payment link.

03
Evaluation factor

Relationships and trust

25% weight

Assess how they handle refund requests, buyer remorse, and spouse or partner objections; ask about follow-up cadence with unclosed leads and student outcomes post-enrollment.

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

Describes ethical enrollment decisions, low refund and chargeback rates, and named clients who completed programs after they closed them.

04
Evaluation factor

Drive and resilience

15% weight

Look for tolerance of high call volume and no-shows: daily dials, pipeline rebuilding after a slow week, and comfort with commission-heavy compensation.

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

Sustains 8 to 12 calls daily through slumps, tracks personal metrics weekly, and treats variable pay as motivating rather than risky.

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