sales business developmentclosingcrmdiscovery callspipeline
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 quota numbers, average deal size, close rate on booked calls, and ramp time in their last two roles; verify against CRM dashboards or commission statements.
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 close rates, deal sizes and quota attainment by quarter, and can name the pipeline source behind each number.
02
Evaluation factor
Method and qualification
25% weight
Probe their discovery structure: how they surface budget, decision-maker and timeline, and whether they use MEDDIC, Sandler, or a scripted call framework.
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
Describes a repeatable discovery flow, names disqualification criteria, and shows how they kill bad-fit leads early rather than nurturing them.
03
Evaluation factor
Relationships and trust
25% weight
Test how they handle high-ticket buyers stalling after a call: follow-up cadence, objection handling on price and spouse or partner approval, referral generation.
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
Gives specific objection scripts they refined, cites follow-up sequences with reply rates, and points to deals closed on the fourth or fifth touch.
04
Evaluation factor
Drive and resilience
15% weight
Look for evidence of sustained call volume: daily dials or booked calls, response to a losing streak, and how they used call recordings to self-correct.
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
Names their weekly call load, reviews own recordings for coaching, and describes bouncing back from a missed month with a changed approach.
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