Check the lists they built, the tools they sourced from, and how many of their leads survived the sales team's filter.
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 Builds lists whose leads survive sales qualification, and knows their own accepted-lead rate.
Test how they define an ideal customer profile and verify a contact rather than scraping indiscriminately.
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 Researches and verifies against a real ICP, and can explain why they excluded plausible-looking prospects.
Assess data hygiene: deduplication, bounce rates, and respecting suppression and privacy rules.
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 Keeps bounce and duplicate rates low and respects suppression and privacy rules without being policed.
Judge written English in outreach copy and how they report results to the person paying for them.
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 Writes outreach that reads human, and reports honest numbers including the weeks that underperformed.
