Scoring rubric

Edit the call-scoring criteria. Saves as a new version — past scores keep their original rubric_id, so historical comparisons stay meaningful.

Active version

Name

Rubric JSON

{
  "meta": {
    "tags": [
      "brand_inconsistency",
      "voicemail_missed",
      "crm_data_issue",
      "list_quality_flag",
      "captured_email",
      "captured_phone",
      "pitched_offer",
      "discount_offered",
      "next_meeting_booked",
      "coachable_moment",
      "exceptional_call",
      "line_quality_issue",
      "followup_needed"
    ],
    "callTypes": [
      "real_conversation",
      "gatekeeper",
      "voicemail_box",
      "antispam_blocked",
      "wrong_contact",
      "dead_number"
    ],
    "overallScale": [
      0,
      10
    ],
    "scoreable_types": [
      "real_conversation",
      "gatekeeper",
      "voicemail_box"
    ]
  },
  "criteria": [
    {
      "key": "opening",
      "label": "Opening & rapport",
      "scale": [
        1,
        5
      ],
      "weight": 1,
      "appliesTo": [
        "real_conversation"
      ],
      "description": "Warm, professional opening within first 30s. Sets context, asks if it's a good time, doesn't lead with a pitch."
    },
    {
      "key": "discovery",
      "label": "Discovery",
      "scale": [
        1,
        5
      ],
      "weight": 2,
      "appliesTo": [
        "real_conversation"
      ],
      "description": "Open questions, uncovers pain / decision criteria / timeline / authority. Listens more than talks during this phase."
    },
    {
      "key": "value_framing",
      "label": "Value framing",
      "scale": [
        1,
        5
      ],
      "weight": 2,
      "appliesTo": [
        "real_conversation"
      ],
      "description": "Connects Why Summits' event to the prospect's specific role + outcome. Concrete examples, peer references, ROI logic."
    },
    {
      "key": "objection_handling",
      "label": "Objection handling",
      "scale": [
        1,
        5
      ],
      "weight": 1,
      "appliesTo": [
        "real_conversation"
      ],
      "description": "Receives objections without defensiveness. Reframes, acknowledges, asks clarifying questions. No memorized scripts."
    },
    {
      "key": "close",
      "label": "Close & next step",
      "scale": [
        1,
        5
      ],
      "weight": 1.5,
      "appliesTo": [
        "real_conversation"
      ],
      "description": "Concrete CTA: registration link sent, calendar invite booked, or specific follow-up date agreed. Not 'I'll send some info'."
    },
    {
      "key": "listening",
      "label": "Listening ratio",
      "scale": [
        1,
        5
      ],
      "weight": 1,
      "appliesTo": [
        "real_conversation"
      ],
      "description": "Talk-to-listen ratio. Top reps speak ~40% of the time. Monologuing kills calls."
    },
    {
      "key": "gatekeeper_politeness",
      "label": "Politeness",
      "scale": [
        1,
        5
      ],
      "weight": 1,
      "appliesTo": [
        "gatekeeper"
      ],
      "description": "Treats gatekeepers with respect. They are decision-influencers too."
    },
    {
      "key": "gatekeeper_info",
      "label": "Info gathering",
      "scale": [
        1,
        5
      ],
      "weight": 1,
      "appliesTo": [
        "gatekeeper"
      ],
      "description": "Got useful info from the gatekeeper: best time to call back, decision-maker name, current priorities."
    },
    {
      "key": "voicemail_message",
      "label": "Voicemail message",
      "scale": [
        1,
        5
      ],
      "weight": 1,
      "appliesTo": [
        "voicemail_box"
      ],
      "description": "Clear, personal voicemail with a reason to call back. Not a generic pitch."
    }
  ]
}

Structure: { criteria: [...], meta: { callTypes, scoreable_types, tags, overallScale } }. Each criterion has key, label, scale [min,max], weight, description, appliesTo: [callType, ...].

Version history

Default v2 — Sales Discovery + Call Type Aware5/12/2026, 6:31:14 PM
Active