sales business developmentchannel partnershipsco marketingpartner enablementrevenue share
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 which partnerships they personally sourced and signed: partner names, deal structure (referral, reseller, tech integration), sourced pipeline dollars, and revenue attributed within 12 months.
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
Names specific partners signed, the commercial model behind each, and sourced or influenced revenue figures they can reconstruct on the spot.
02
Evaluation factor
Method and qualification
25% weight
Probe how they qualify partners before investing time: ICP overlap, partner capacity, mutual action plans, and when they walked away from a logo-only opportunity.
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
Applies a clear scoring filter for partner fit, uses joint business plans with milestones, and cites deals they deliberately declined.
03
Evaluation factor
Relationships and trust
25% weight
Assess how they keep partners active after signature: enablement sessions, deal registration in Crossbeam or PRM tools, QBRs, and reviving a partner that went dormant.
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 named partner contacts sustained over years, structured QBR cadence, and a concrete example of re-engaging a stalled partner into producing deals.
04
Evaluation factor
Drive and resilience
15% weight
Look for stamina through slow partner cycles: internal resistance from direct sales, legal and procurement delays, missed co-selling targets, and what they changed afterwards.
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
Recounts a partnership that stalled for months, the internal friction they navigated, and the specific tactic that eventually unlocked it.
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