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call-scorecards

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Use this skill when sales call quality is inconsistent, coaching feedback is vague, reps and managers disagree on what a good call is, or the user asks to "build a call scorecard", "score this call", "review my rep's calls", or "make coaching more consistent". It builds behavior-based scorecards for each key conversation type (prospecting, discovery, demo, pricing, close) and uses them to score real calls, localize where reps get stuck, and run chunked practice. Also fires when the user pastes a call transcript and wants it graded.

skills/kevin-kd-dorsey/call-scorecards/SKILL.md

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Use this when nobody can say precisely what a good call looks like. A scorecard turns "what good looks like" into observable, gradeable behaviors per call type, so scoring, coaching, and practice all point at the same standard. The output is a scorecard per key conversation, a scoring cadence, and — when a transcript is supplied — a scored call with evidence per line item.

## 1. Map the key conversations

List the conversations where deals are won and lost in the user's motion: prospecting/meeting-setting calls, then the closing motion — discovery, demo, pricing and negotiation, close, and champion navigation. Some teams run these in one call; some across months. Each key conversation gets its own scorecard or its own section of one.

## 2. Build each card — aim small, miss small

Start with the **10–15 most important behaviors** on that call type, not a fully baked card. Pull them from what the top reps actually do on real calls, and build with rep and manager input so the card is adopted, not imposed. Group items into the call's natural chunks (opener → body → wrap-up; discovery → pitch → close → navigation) so a low score localizes exactly where a rep is getting stuck. Each item is an observable behavior — "got them to agree they have a problem," not "good discovery." Score each item 1–5. Grow the card only after the scoring habit exists.

Card templates: for meeting-setting calls read `references/prospecting-scorecard.md`; for the closing motion read `references/closing-scorecard.md`.

## 3. Score on a cadence
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