Score the buyer move, not the rep performance
Review a sales call by asking what moved in the buyer's thinking before judging the rep's style.
Start with buyer movement Most managers review calls the way spectators review speeches. They remember confidence, awkward pauses, or whether the rep sounded sharp. Those observations are not useless, but they are secondary. The first job of a sales call is to create movement in the buyer's understanding and commitment. A strong call review scorecard asks questions such as: Did the buyer describe the problem in operational terms? Did they reveal impact, urgency, or cost of delay? Did they surface who else is involved? Did the call end with a next step that had an owner and a date? These…
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