Sales call rubric

Score applicable dimensions from 0–3:

• 0 absent: no observable attempt or evidence.
• 1 attempted: behavior appears, but remains generic, seller-led, or unresolved.
• 2 established: buyer-confirmed evidence is specific enough to guide the deal.
• 3 advanced: evidence is specific, quantified or multi-stakeholder, tested for contradiction, and converted into a mutual commitment.

Apply this scale to problem clarity, business impact, stakeholder coverage, decision process, urgency, next steps, and listening/follow-through. Mark not applicable instead of zero when a dimension does not belong to the call type.

Overall score is the mean of applicable dimensions, but never hide a zero in next steps, decision process, or buyer-confirmed problem behind a strong average. Confidence is high only when the transcript is complete, speakers are reliable, and at least two evidence spans support material dimensions.