skills/review-rep-call-trends/references/rubric.md

# Coaching Rubric For Rep Trend Analysis

Use this rubric to tag evidence in call summaries/transcripts. Only score categories where there is clear evidence.

## sales fundamentals
1. **opening & agenda**
   - signals: clear agenda, time check, role alignment, sets outcomes
   - regressions: jumps in without framing; no agenda; unclear meeting purpose

2. **discovery depth**
   - signals: asks open questions, follows up, confirms pain/impact, explores success criteria
   - regressions: surface-level questions; moves to pitch too fast; misses business impact

3. **qualification & prioritization**
   - signals: clarifies timeline, budget/process, stakeholders, priority vs other initiatives
   - regressions: avoids hard questions; accepts vague “we’ll see”

4. **positioning & narrative**
   - signals: ties value to stated needs, concise story, avoids feature dumping
   - regressions: long product monologues; weak linkage to customer context

5. **objection handling**
   - signals: labels objection, asks clarifying question, responds with evidence/tradeoffs, confirms resolution
   - regressions: argues; ignores; pivots without addressing

6. **next steps & mutual action plan**
   - signals: explicit next step, owner + date, recap, checks alignment
   - regressions: “we’ll follow up” with no owner/date; no recap

## technical success / solutioning
7. **problem framing & hypothesis**
   - signals: restates problem, validates assumptions, proposes testable approach

8. **technical depth & accuracy**
   - signals: correct explanations, acknowledges uncertainty, offers to verify, avoids overpromising
   - regressions: hand-wavy answers; incorrect claims; commits without validation

9. **diagnosis & troubleshooting**
   - signals: structured questions, narrows scope, logs/metrics requests, reproduces steps
   - regressions: random guessing; no systematic narrowing

10. **solution design & tradeoffs**
   - signals: offers options, articulates tradeoffs, right-sizes complexity, maps to constraints

11. **stakeholder management (technical + business)**
   - signals: brings in right people, translates between roles, manages expectations

## communication & meeting craft
12. **clarity & concision**
   - signals: short answers, checks understanding, summarizes
   - regressions: rambles; unclear takeaways

13. **executive presence**
   - signals: calm, confident, crisp framing, handles pushback

14. **listening & turn-taking**
   - signals: asks then pauses, reflects back, invites others
   - regressions: interrupts; dominates airtime

## how to use
- Prefer 3–6 categories for the final report (the ones most supported by evidence).
- When possible, compare the *same category* across time slices (recent vs baseline).
- If evidence is mixed, say “inconsistent” and show both sides.