Custom scorecards
Replace the default rubric with your own weighted criteria, or start from BANT or MEDDIC.
The Scorecards tab under Knowledge lists the rubrics your calls can be graded against. By default every account has the standard scoring, the four moves and five skills described in How scoring works. A Business plan can add its own instead.
Building one
Choose New scorecard, give it a name and an optional description, then either start from a template or build criteria from scratch.
Two starter templates are built in:
| Template | Criteria |
|---|---|
| BANT | Budget, Authority, Need, Timing (25% each) |
| MEDDIC | Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion |
Each criterion has a name, a short description of what it's actually checking, and a weight. Weights across all criteria on a rubric must add up to 100 before it can be saved.
What happens once it's saved
A new or edited rubric applies to calls graded from that point on. It does not retroactively rescore calls that were already graded, those keep the scorecard they were originally given.
Default and team rubrics
Mark one rubric as your default, it's the one new calls are graded against. On a team, an owner's rubrics are visible to the whole team (labelled Team on a member's list) so everyone is graded the same way, even though only the owner can create, edit or delete them.