Score every call against your methodology

Quotain turns your playbook into criteria reps practice against and managers check on real calls, stage by stage.

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A Quotain scorecard editor with the team's Discovery playbook open as its source. Each of the playbook's five stages connects to the weighted scorecard section it became.
CRO

You trained the team on a new methodology at kickoff. A quarter later, you still can't say which reps run discovery the new way.

Your playbook becomes the standard. Quotain writes each stage as criteria a manager can check in a transcript.

Score live calls on the same criteria with real call grading.

  1. 01 · Write the criteria

    Each stage, written as criteria.

    The Assistant drafts requirements from your approved playbook, each with what earns credit and what doesn't.

    Discovery playbookPlaybook

    Stage 3

    Size what it costs

    Before you show anything, get the buyer to put the problem in their own terms: what it costs the team, what better would look like, and why it has to change now.

    Discovery scorecardDraft v1
    Establish stakesSource · Discovery playbook3 requirements25%
    • Explored business consequences
      What good looks like
      How does inconsistent feedback affect ramp time?
      Give credit when
      The rep establishes a buyer-supported consequence through a question, confirmation, or accurate reflection and uses it in the diagnosis.
      Do not give credit when
      The rep had an opportunity but jumped from pain to solution, invented ROI, or asserted consequences without evidence.
    • Explored the desired outcome
    • Tested whether action is warranted now
  2. 02 · Calibrate

    Tested on calls you already know.

    Grade a batch of past sims and real calls with the draft, then publish the version your team is graded on.

    Calibrate Discovery scorecardDraft v1
    CallsPast sims 12 · Real calls 84 selected
    • ARAna RuizDiscovery · Northwind HealthSim–
    • JPJordan ParkDiscovery · Vela SystemsReal call–
    • MIMaya IlicDiscovery · Orbit PaySim–
    • SOSam OkaforDiscovery · Crestline DentalReal call–
    4 selectedGrade 4 calls
  3. 03 · Coach the field

    The same standard on real calls.

    Calls at that stage are graded on the published version, and a critical miss becomes practice on that call.

    CallsCall stage · DiscoveryGraded on Discovery scorecard v1
    CallOwnerDurationScore / 10
    • Vela Systems discoveryJPJordan Park34mGrading call…
    • Lumen Labs discoveryLCLeo Chen27mGrading call…
      Critical missAligned on the buyer's purposeNot met

      0:42“Great, let me start by walking you through the platform.”

      Practice this call
    • Northwind Health discoveryARAna Ruiz41mGrading call…

Built with the teams putting strategy into practice

I’ve made hundreds of real cold calls and Quotain’s simulations have been genuinely helpful to practice. The feedback is simple and helped me realize what I need to do to handle objections better in future calls.

Sam KangGTM Midasoft

Questions teams ask before rolling out a methodology

How do we turn a methodology into a scorecard?

Start from Quotain's default for the call stage, such as Discovery, and ask the Assistant to draft requirements from your methodology documents in Knowledge. Each requirement defines what earns credit and what doesn't, with an example of what good looks like. Review the draft before you publish it.

Do we have to use a named framework?

No. The scorecard follows your own playbook, whatever it is called. Write each stage as behavior a reviewer can hear in the conversation, and keep one scorecard per call stage when the required behaviors differ.

How do we know the scorecard grades fairly?

Calibrate it before rollout. Grade a batch of past sims and real calls with the draft, read the results, and adjust any requirement that gives or withholds credit wrongly. Published versions are read-only, so past grades don't change when you edit a new draft.

Can we use the same criteria in practice and real calls?

Yes. A published scorecard grades practice sessions and imported real calls. Link it to a call stage and calls at that stage are graded on it, so reps are measured against the same requirements in both.

How do we check whether the methodology reached the field?

Review real calls graded on the published scorecard. A requirement marked as must be met to pass shows as a critical miss when it isn't met, and you can start practice from that call so the rep works on the same situation.

Make the playbook show up on the call

Book a demo to see Quotain turn one of your playbooks into a scorecard, or run a practice call now.

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