Score your last call.
Five minutes. One number.
The same rubric we score teams against — turned into a sheet you can run on yourself. Six stages, one observable check each. Pass or fail. No course, no webinar, no deck. Fill it in by hand after your next call.
Base Camp
You could state the real reason for this call in one sentence — before you dialed.
The Approach
A plain, warm opener anchored to something they did. No permission theater.
The Climb
One genuine question — then silence long enough to hear the answer.
The Ridge
When it went vague: a soft goal question, not an A/B fork.
The Summit Push
Education first. Deep technical questions deferred to the meeting.
The Summit
A soft, assumptive Zoom close — and you confirmed who else should be on it.
The same rubric, every altitude. The rep who scores 6/6 here is the leader who buys the audit later — and nothing we score for a team uses a different one.