A scorecard removes bias and speeds decisions. Use this template to evaluate SDRs, AEs and Account Managers consistently; ideal for Oxfordshire firms hiring at pace.
Scoring (1–5): 1 = below standard, 3 = meets, 5 = exceptional.
Competencies (weightings in brackets):
– Prospecting & pipeline creation (20%) = Methods, activity discipline, channel fluency.
– Discovery & qualification (20%) = Questioning depth, MEDDICC/BANT, note‑taking.
– Value communication (15%) = Tailors message to Oxfordshire sectors (SaaS, life sciences).
– Objection handling (15%) = Structure, confidence, recovery.
– Closing & next steps (10%) = Trial closes, urgency, clarity.
– Coachability (10%) = Receptiveness to feedback during role‑play.
– Culture & mission alignment (10%) = Fit with team pace, hybrid working norms.
How to use
– Two interviewers score independently; average the totals.
– Require evidence (“Show me”) over assertions.
– Add a 10‑minute role‑play using a local scenario (e.g., selling into universities or Harwell labs).
– Decide within 24 hours to avoid candidate attrition.
Need a downloadable version? We’ll share a formatted scorecard and training notes on request.