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Sales practice scorecard
Use six questions to review a sales conversation, choose one skill to practice, and make your next follow-up more useful. This self-assessment is a coaching tool, not a prediction of sales or income.
How to use the scorecard
Choose one recent prospecting, discovery or closing conversation. Use your notes or a recording only if you have permission to record and review it. Rate each area: 0 = not demonstrated; 1 = partly demonstrated; 2 = clearly demonstrated. Leave an area blank if you cannot assess it.
Ratings stay in this page's memory and are not saved or submitted by this tool. Existing website analytics may still collect normal page-visit information. Do not enter prospect names, contact details, medical details or financial records.
Prospecting relevance
Did I have a specific reason to contact this person, and did I ask permission to continue?
Practice prompt: Write one sentence explaining why the conversation may be relevant to this person's situation. Avoid generic pitches or invented familiarity.
Discovery
Did I learn the person's goal, current approach, obstacle and decision process before presenting?
Practice prompt: Ask one open question at a time. Summarize their answer and check that you understood it before moving on.
Listening
Did my next question reflect what the person actually said?
Practice prompt: Review a consented recording or your notes. Find one moment where you assumed the answer and replace it with a clarifying question.
Offer fit
Did I connect the offer to a need the person identified, and explain its limits honestly?
Practice prompt: Separate what the offer does from what you hope it will do. Do not guarantee income, coverage, property outcomes or business results.
Objection clarity
Did I understand the concern instead of arguing or forcing a decision?
Practice prompt: Ask whether the concern is fit, timing, confidence or cost. A useful answer can be 'not a fit'—the goal is a clear decision, not pressure.
Next step and follow-up
Did we agree to a specific next action, owner and timing, or respect a request not to continue?
Practice prompt: Send a concise summary of the agreed step. Keep a simple log and stop outreach when consent is withdrawn or an opt-out is received.
Your self-assessment
0/6 areas assessed. Complete all six to see a total. Pick the lowest-rated area for your next practice session.
Your weekly sales review
A useful weekly review separates activity, conversation quality and outcomes. Record totals consistently in your own CRM rather than treating this score as a performance guarantee.
- Count relevant outreach attempts, replies, completed discovery conversations and agreed next steps.
- Review a small sample of conversations with permission. Note one strength and one change you can practice.
- Choose one behavior to test next week, such as asking a clearer discovery question or confirming a follow-up date.
- Check the outcome against the same definitions. Small samples vary; do not claim a improvement proves causation.
Copyable weekly template: Week of: ____ · Conversations reviewed: ____ · Behavior practiced: ____ · What improved: ____ · What stayed difficult: ____ · Next week's practice: ____.
Turn your practice into a training plan.
WCC Certified combines a 90-day recorded curriculum in closing, promoting and coaching with sales scripts and monthly live group calls with Daniel G. The full program is $3,000 USD once for one year of access. Joining the wait list is free; no payment is collected on this site.