The score
Every analyzed call gets a quality score from 1 to 5, computed from the six sales stages.
The score bands
| Score | Band | Meaning |
|---|---|---|
| 4.5 – 5.0 | 🟢 Excellent | Followed the playbook, no significant issues. |
| 3.5 – 4.4 | 🟡 Good | Solid, with a few minor misses. |
| 2.5 – 3.4 | 🟠 Needs work | Several important steps missed. |
| < 2.5 | 🔴 Poor | Critical gaps or a hard fail. |
How it's calculated
The score is based on the six stages — Greeting, Needs Discovery, Pain Identification, Presentation, Objections Handling, and Closing Deal. Each stage is scored against your playbook rubric, and the stages combine into the final score.
Score vs violation rate
The score is separate from the violation rate (the red inner ring of the gauge):
- Score — overall quality (1–5).
- Violation rate — the percentage of rules broken, shown independently.
A call can have a decent score but many violations, or vice versa.
tip
Don't obsess over a single point — a 3.9 and a 4.1 are both "good". Focus on the band (green/yellow/orange/red) and the underlying stages.