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Scorecards Documentation

Create custom evaluation criteria to measure and improve your team's performance in training scenarios

Last updated: 7/17/2025

Scorecards are the foundation of performance evaluation in Syrenn. Create custom evaluation criteria that align with your sales methodology and training objectives to provide consistent, objective feedback on your team's performance.

Overview

Scorecards define how your team's performance is evaluated during training scenarios. Each scorecard consists of multiple criteria that assess different aspects of the sales conversation:

💡 Tip: Well-designed scorecards provide clear, actionable feedback that helps your team understand exactly what they need to improve.

Creating Scorecards

Basic Setup

Start with the fundamental scorecard information:

  1. Navigate to Scorecards in the sidebar
  2. Click "Create New Scorecard"
  3. Enter a descriptive name for your scorecard
  4. Choose the evaluation criteria that matter most to your team

Scorecard Components

Each scorecard includes several key elements:

Core Evaluation Areas

  • Discovery Questions: Ability to uncover buyer needs and pain points
  • Value Proposition: Effectiveness of communicating product benefits
  • Objection Handling: Skill in addressing buyer concerns
  • Closing Techniques: Ability to move conversations toward desired outcomes

Custom Criteria

Add criteria specific to your sales process:

  • Qualification: Properly qualifying prospects
  • Active Listening: Demonstrating understanding of buyer needs
  • Solution Fit: Matching solutions to buyer problems
  • Follow-up Planning: Setting clear next steps

ℹ️ Info: You can create multiple scorecards for different types of scenarios or sales methodologies.

Scoring System

Rating Scale

All scorecards use a consistent 1-5 rating scale:

  • 1 (Failed): Did not meet any expectations
  • 2 (Below Expectations): Met some but not all requirements
  • 3 (Meets Expectations): Satisfied basic requirements
  • 4 (Exceeds Expectations): Performed above average
  • 5 (Exceptional): Outstanding performance

Scorecard Templates

Sales Methodology Templates

Choose from pre-built templates based on proven sales frameworks:

MEDDIC/MEDDPICC

  • Metrics: Quantifying buyer pain and ROI
  • Economic Buyer: Identifying budget authority
  • Decision Criteria: Understanding evaluation factors
  • Decision Process: Mapping approval workflow
  • Identify Pain: Uncovering buyer challenges
  • Champion: Finding internal advocates
  • Competition: Understanding competitive landscape

SPIN Selling

  • Situation Questions: Understanding current circumstances
  • Problem Questions: Identifying pain points
  • Implication Questions: Exploring consequences
  • Need-Payoff Questions: Connecting solutions to benefits

Challenger Sale

  • Teaching: Providing new insights
  • Tailoring: Customizing messages
  • Taking Control: Managing the sales process

Custom Scorecards

Create scorecards tailored to your specific needs:

  • Industry-Specific: Criteria relevant to your market
  • Product-Focused: Skills needed for your specific offerings
  • Process-Aligned: Matching your sales methodology
  • Role-Based: Different criteria for different team roles

Managing Scorecards

Editing Scorecards

Update scorecard criteria as your training needs evolve:

  1. Click the actions menu (three dots) next to any scorecard
  2. Select "Edit"
  3. Modify criteria, weights, or descriptions
  4. Save your changes

Duplicating Scorecards

Create variations of existing scorecards:

  1. Click the actions menu next to a scorecard
  2. Select "Duplicate"
  3. A copy of the scorecard will be created with a suffix of (copy)

Deleting Scorecards

Remove scorecards that are no longer needed:

  1. Click the actions menu next to the scorecard
  2. Select "Delete"
  3. Confirm the deletion

⚠️ Warning: Deleting a scorecard will affect any scenarios that use it. Consider duplicating scorecards instead of deleting them if they're used in active scenarios.

Best Practices

1. Align with Objectives

Ensure scorecards reflect your training goals:

  • Sales Methodology: Match your chosen sales framework
  • Business Objectives: Support your revenue and growth goals
  • buyer Experience: Focus on skills that improve buyer interactions
  • Team Development: Address specific skill gaps in your team

2. Keep It Simple

Avoid overly complex scorecards:

  • Focused Criteria: 5-8 key criteria per scorecard
  • Clear Descriptions: Easy-to-understand evaluation standards
  • Consistent Language: Use terminology your team understands
  • Actionable Feedback: Provide specific improvement guidance

3. Regular Review

Periodically evaluate and update scorecards:

  • Performance Data: Use actual results to refine criteria
  • Team Feedback: Incorporate input from your sales team
  • Market Changes: Adjust for evolving buyer needs
  • Methodology Updates: Update as your sales process evolves

4. Balanced Evaluation

Create comprehensive but fair assessments:

  • Multiple Perspectives: Consider different aspects of performance
  • Realistic Standards: Set achievable but challenging expectations
  • Growth Focus: Emphasize improvement over perfection
  • Positive Reinforcement: Highlight strengths alongside areas for improvement

Integration with Analytics

Scorecards feed directly into analytics:

Next Steps

Learn how to integrate scorecards with scenarios: