Sales Script Rubric for Trainees
Use this rubric to evaluate trainees' performance in delivering sales scripts. Assess product knowledge, communication skills, script adherence, objection handling, closing techniques, and overall presentation effectiveness.
Trainee's Name: | [John Harris] |
Date: | [Month, Day, Year] |
Evaluator's Name: | [Your Name] |
A. Introduction (0-10 points)
(0-2) Opening Statement: Is the trainee's opening statement unclear or irrelevant?
(3-5) Engagement: How well does the trainee capture the prospect's attention at the start?
(6-10) Relevance: Is the introduction directly related to the prospect's needs or situation?
B. Product/Service Knowledge (0-10 points)
(0-2) Mastery: Does the trainee display a lack of understanding of the product or service?
(3-5) Accuracy: Are the details provided inaccurate or outdated?
(6-10) Customization: Can the trainee effectively tailor product information to the prospect's needs?
C. Handling Objections (0-10 points)
(0-2) Objection Recognition: Does the trainee struggle to identify and acknowledge objections?
(3-5) Objection Handling: How effectively does the trainee address objections and concerns?
(6-10) Objection Resolution: Can the trainee turn objections into opportunities successfully?
D. Benefits And Value Proposition (0-10 points)
(0-2) Clear Benefits: Are the benefits of the product or service poorly communicated?
(3-5) Value Proposition: Does the trainee struggle to convey the value the prospect will gain?
(6-10) Personalization: Is the value proposition effectively tailored to the prospect's specific needs?
E. Closing Techniques (0-10 points)
(0-2) Closing Clarity: Is the trainee's call to action or closing statement unclear?
(3-5) Persuasiveness: How well does the trainee use persuasive techniques to encourage action?
(6-10) Handling Resistance: Can the trainee overcome prospect resistance during the closing phase?
F. Active Listening (0-10 points)
(0-2) Active Engagement: Does the trainee show a lack of engagement with the prospect's responses?
(3-5) Understanding: Is the trainee able to comprehend the prospect's needs and respond appropriately?
(6-10) Empathy: Does the trainee demonstrate empathy and understanding toward the prospect?
G. Tone And Delivery (0-10 points)
(0-2) Professionalism: Is the trainee's tone and manner unprofessional or disrespectful?
(3-5) Enthusiasm: How effectively does the trainee convey enthusiasm and confidence?
(6-10) Pace: Is the conversation at an appropriate pace, not too rushed or too slow?
H. Overall Effectiveness (0-10 points)
(0-3) Overall Impressions: What is the overall impression of the trainee's sales script delivery?
(4-7) Areas for Improvement: Identify specific areas where the trainee can improve.
(8-10) Strengths: Recognize any strengths and exceptional performance.
I. Comments And Feedback:
Evaluator's Overall Score (0-100): ________
Recommendations For Improvement:
Evaluator
[Month, Day, Year]
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