Look at the roster they have actually represented and the deals they personally closed, with terms and scale.
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 Names clients they represented and deals they closed, with terms and their own role in each.
Test how they find and sign talent, and how they qualify who is worth their time.
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 approach to sourcing and signing, and can explain who they turn down and why.
Assess how they hold a client relationship when a deal falls through or a career stalls.
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 Retains clients through bad stretches and puts the client's interest ahead of the immediate commission.
Judge how they handle rejection at volume and keep pitching when the answer has been no all week.
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 Sustains outbound pitching through long rejection stretches without lowering standards or burning contacts.
