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[ Weekly Coaching Scorecard · 4.0 ]

Coach the BDR
to think like an AE

A 3.0 scorecard grades activity and call execution. A 4.0 scorecard grades the judgment that turns a BDR into an account owner: prioritization, signal, POV, and whether the handoff is something an AE can actually run with. Read the framework →

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Manager
Week
01
Outcomes That Matter

Meetings booked is a calendar metric. These are revenue metrics. A rep who books 14 and converts 4 is not outperforming a rep who books 9 and converts 7.

Priority accts worked
target: 10
Meetings booked
target: 8
Qualified opps created
target: 4
Meeting → opp %
target: 50%
02
4.0 Inspections

Rate what you actually observed in calls, outreach, and 1:1s this week. Not gut feel.

Account prioritization
Can they tell you the 10 accounts they're working this week and WHY those ten?
Signal & trigger quality
"Why this account, why now?" Real trigger, not "they were on my list."
Depth of personalization
On priority accounts: tied to a real trigger, not a merge field.
Pain in buyer's own words
Captured verbatim, not paraphrased into something generic.
Account POV
Current state, trigger, impact, who's involved, what AE should focus on.
Handoff quality
Could an AE run a RELEVANT demo from the notes? Not a generic one.
Conversation management
Drives the call. Asks an implication question. Sets a committed next step.
Product depth
Handles a technical objection without punting to "I'll get back to you."
03
One Account, One POV

Pick one account they're working. Make them walk you through it. If they can't, that's the coaching conversation.

04
Handoff Review

Pull one meeting they handed to an AE this week. Read the notes. Answer one question.

05
Last Week's Coaching Focus
06
This Week's Coaching Focus

One behavior. Not three. Pull it from the lowest-rated inspection above.

07
Where They Are
08
Manager Notes
Weekly Coaching Scorecard · 4.0
Pick a rep + week above
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