Hiring sales talent is competitive and noisy. Use structured scorecards to separate true quota-carriers from strong interviewers.
Sales roles drive revenue and retention, yet interviews often overweight charisma. A clear rubric helps teams evaluate real pipeline creation, rigorous discovery, disciplined deal execution, and reliable forecasting—so hiring decisions reflect repeatable performance, not interview polish.
Start here and tune by motion (inbound vs. outbound, SMB vs. enterprise) and seniority.
| Dimension | What to look for | Weight |
|---|---|---|
| Prospecting & Pipeline | ICP targeting, quality meetings, repeatable top-of-funnel | 25% |
| Discovery & Qualification | Business pain, stakeholders, urgency, next-step control | 25% |
| Deal Execution | Objection handling, multi-threading, close plan & negotiation | 25% |
| Communication & Presence | Clarity, persuasion, call control, follow-through | 15% |
| Tools & Process | CRM hygiene, forecasting accuracy, sequencing & enablement | 10% |
For SDRs, bias Prospecting (≈40%) and Discovery (≈30%). For Enterprise AEs, increase Deal Execution to 35–40%.
ZYTHR Resources
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September 11, 2025
This scorecard provides a consistent framework to evaluate Sales Operations Analyst candidates across core technical skills and cross-functional collaboration. It helps interviewers score strengths, identify gaps, and compare candidates objectively.
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September 11, 2025
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September 11, 2025
This scorecard evaluates candidates for a Sales Operations Manager by measuring process, systems, analytics, and cross-functional delivery skills. It provides clear behavioral benchmarks to compare interviews and make consistent hiring decisions.
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September 11, 2025
This scorecard provides a structured, objective framework to evaluate candidates for Head of Sales across strategy, execution, team leadership, and cross-functional impact. It helps interviewers consistently rate observable behaviors and predict a candidate's ability to grow revenue and scale a sales organization.
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September 11, 2025
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September 11, 2025
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September 11, 2025
A focused interview scorecard to evaluate Partner Account Managers on relationship management, revenue delivery, strategic planning, negotiation, collaboration, communication, and data-driven performance. It provides weighted criteria and behavior-based guidance to standardize hiring decisions and compare candidates objectively.
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September 11, 2025
This scorecard captures the core account management competencies and collaboration skills needed to evaluate Key Account Manager candidates consistently. It focuses on strategic planning, revenue delivery, stakeholder influence, and execution outcomes to guide hiring decisions.
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September 11, 2025
This scorecard evaluates a National Sales Manager on strategy, team leadership, territory execution, pipeline discipline, key account management, cross-functional influence, and commercial judgment. It provides objective behaviors and signal examples to standardize interview assessments and hiring decisions.
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September 11, 2025
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September 11, 2025
This scorecard evaluates a Senior Account Executive across revenue delivery, pipeline development, account expansion, relationship management, negotiation, product knowledge, and collaboration. It provides clear behavioral anchors and example signals to standardize interview assessments and hiring decisions.
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September 11, 2025
A focused interview scorecard to evaluate Inside Sales Representatives on the core skills that drive quota attainment and predictable pipeline growth. It balances prospecting, qualification, negotiation, execution, and teamwork to identify candidates who will produce measurable sales outcomes.
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September 11, 2025
This scorecard provides a consistent, behavior-based framework to evaluate Outside Sales Representatives across prospecting, closing, and customer management. It helps interviewers compare candidates objectively and focus on observable skills that predict success in field sales.
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September 11, 2025
This scorecard provides a consistent, observable framework to evaluate Junior Account Executives across prospecting, qualification, communication, closing, and teamwork. It helps interviewers rate candidates against role-specific expectations and make defensible hiring decisions.
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September 11, 2025
This scorecard evaluates Enterprise Account Executives on skills that drive large, complex deals and long-term account growth. It prioritizes strategic selling, deal execution, stakeholder influence, and reliable forecasting to predict performance and hire for impact.
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September 11, 2025
This scorecard evaluates Territory Sales Manager candidates across revenue delivery, pipeline creation, account management, negotiation, strategic planning, collaboration, and CRM discipline. It helps interviewers consistently rate observable behaviors to predict success in a defined geographic territory role.
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September 11, 2025
This scorecard evaluates a Senior Business Development Representative on the core skills required to consistently create and qualify pipeline and collaborate with sales. It focuses on measurable behaviors across prospecting, qualification, messaging, process discipline, collaboration, metrics, and coachability.
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September 6, 2025
This scorecard standardizes evaluation of junior Business Development Representatives across prospecting, outreach, qualification, communication, CRM usage, coachability, and time management. It helps interviewers differentiate candidates by observable behaviors and predict on-the-job success.
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September 6, 2025
A structured scorecard to evaluate Senior Sales Development Representatives on outbound effectiveness, qualification, messaging, CRM discipline, and cross-functional impact. It helps interviewers consistently assess observable behaviors that predict pipeline creation and conversion.
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September 6, 2025
This scorecard standardizes assessment of Junior Sales Development Representatives across core skills and behaviors needed to build pipeline. It helps interviewers evaluate prospecting, outreach, qualification, resilience, systems use, communication, and coachability consistently.
