Sales Call Review Scoreboard

Evaluations of discovery, demo, and follow-up calls measured against Shiptheory's 17-criterion scorecard. Use the interactive filter to isolate individual sales reps or analyze whole-team performance.

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Dataset Scope
Active Pipeline Benchmark: Reporting covers verified discovery calls across Maisie Emery and Rob Howes from May through August 2026.
Calls Reviewed All Team
3
2 discovery · 1 follow-up
Average Score Needs work
54.3 / 100
Rubric target: 70+ (Solid)
Pipeline Reviewed Pipedrive
£397k
140 deals with value
Weakest Category Focus Area
2.1 / 5.0
Discovery depth
Meeting Solid (70+) 0%
0 of 3 calls
Score span: 51 to 59

Rep Quality Progression Over Time

May – Sep 2026 All Reps

Tracking average quality scores month-over-month across sales reps and call types against the 70 (Solid Target) and 85 (Strong Target) benchmarks. Click any rep to isolate their breakdown, or toggle call types.

Sales Rep:
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Performance By Rep

Comparison across evaluated team members.

Rep Calls Average Best Worst Status

Monthly Progression

Average score and call volume across recorded periods.

Where the Points Are Going (Themes)

6 Competency Clusters

Core competency clusters evaluated on the 0–5 raw score scale. The dashed vertical marker highlights 3.0 (rubric baseline: "Adequate").

0.0 1.0 2.0 3.0 (Target) 4.0 5.0

All Criteria (Weakest First)

17 Criteria Evaluated

Detailed marks across all 17 criteria, dynamically ordered from lowest to highest average for the active filter.

0.0 1.0 2.0 3.0 (Target) 4.0 5.0

Rep Coaching & Improvement Roadmap

Diagnostic development roadmap based on evaluated discovery and demo calls, identifying core strengths and primary focus areas for each rep.

Target: Solid (70+) & Strong (85+)

Key Operational Insights

High-leverage takeaways from currently reviewed calls.

  • Delivery mechanics are strong across the board: Both Maisie and Rob maintain healthy talk ratios and keep monologues well under control. Conversational delivery structure is consistently sound.
  • Quantifying pain in numbers separates Solid from Strong calls: Top benchmark calls (e.g. xpert packaging, Hamilton Gas, Moravia, Oakmount Group) rigorously quantify monthly parcels, pallets, and financial software costs.
  • Strong closing discipline on calendar commitments: The team consistently secures high-conversion technical account manager demonstrations with confirmed calendar diary invites.

Reviewed Call Log

Click any row to expand its full criterion mark breakdown, duration, and date evidence.

3 calls listed
Date / Month Rep Prospect, Value & Location Quality Score Band Call Type Channels & Volume Competitor Primary Gap / Focus Review