Building a Discovery Scorecard

Building a Discovery Scorecard in Attention

Step 1: Define Your Discovery Framework

First, decide what methodology you want to track. Common frameworks include:

• MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)
• BANT (Budget, Authority, Need, Timeline)
• SPICED (Situation, Pain, Impact, Critical Event, Decision)
• Custom (Your own criteria)

Step 2: Create Scorecard Items

A good Discovery Scorecard typically includes 6-12 items. Here are examples:

Essential Discovery Items:

1. Pain/Problem Identification
   • Did the rep uncover specific business pain points?
   • Evidence: Direct quotes about challenges
2. Current State/Situation
   • Did the rep understand how they currently solve this problem?
   • What tools/processes are they using today?
3. Impact/Implications
   • Did the rep quantify the cost of the problem?
   • What happens if they don't solve it?
4. Budget Discussion
   • Was budget or investment range discussed?
   • Who controls the budget?
5. Decision Process
   • Who else needs to be involved?
   • What's the approval process?
6. Timeline/Urgency
   • When do they need a solution?
   • Is there a critical event driving timing?
7. Authority/Stakeholders
   • Are we speaking with a decision maker?
   • Who else influences the decision?
8. Success Metrics
   • How will they measure success?
   • What does a win look like?
9. Next Steps Confirmed
   • Were clear next steps established?
   • Did both parties commit to actions?
10. Champion Identified
    • Is there an internal advocate?
    • Will they help navigate the organization?

Step 3: Configure Scoring

For each item, decide:

• Type: Pass/Fail, Numeric (1-5), or Descriptive
• Weight: How important is this item? (e.g., identifying pain might be weighted higher)
• Criteria: What constitutes a pass vs. fail?

Example Scoring:

• Pass/Fail: Did they discuss budget? Yes/No
• Numeric (1-5): How well did they uncover pain?
  • 1 = No pain discussed
  • 3 = Surface-level pain mentioned
  • 5 = Deep, quantified pain with business impact

Step 4: Add Detailed Instructions

For each scorecard item, provide clear guidance:

Example for "Pain Identification":

Look for evidence that the rep:
- Asked open-ended questions about challenges
- Probed deeper with follow-up questions
- Got the prospect to articulate specific problems
- Avoided leading questions or pitching too early

Pass = At least 2 specific pain points clearly articulated by prospect
Fail = Generic problems or rep did most of the talking

Step 5: Set Up in Attention

1. Navigate to Scorecards in your Attention dashboard
2. Create New Scorecard
   • Title: "Discovery Call Scorecard"
   • Interaction Type: Select "Calls" or "All"
   • Enable for specific teams or all teams
3. Add Each Item:
   • Click "Add Item"
   • Enter title (e.g., "Pain Identification")
   • Select type (Pass/Fail, Numeric, etc.)
   • Set weight/importance
   • Add detailed criteria in the instructions field
   • Use expert mode for advanced AI prompting if needed
4. Configure AI Analysis:
   • Add detailed instructions for how AI should evaluate each item
   • Provide examples of what "good" looks like
   • Specify what evidence to look for in transcripts
5. Test & Refine:
   • Run the scorecard on 5-10 past discovery calls
   • Review the AI's scoring accuracy
   • Adjust criteria and instructions as needed

Step 6: Enable Notifications

Set up Slack notifications for:

• Low scorecard scores (coaching opportunities)
• Missing critical items (e.g., no budget discussion)
• Exceptional scores (celebrate wins!)

Sample Discovery Scorecard Template

Here's a starter template you can customize:

Best Practices:

Start simple - Begin with 5-7 core items, add more later
Align with your process - Match your existing sales methodology
Make it actionable - Each item should drive specific behaviors
Review regularly - Check scorecard results weekly with reps
Iterate - Refine criteria based on what correlates with wins
Use for coaching - Not punishment, but development

Advanced Tips:

• Create different scorecards for different call types (Discovery vs. Demo vs. Negotiation)
• Track trends over time - Is the team improving?
• Correlate with outcomes - Do higher scores predict closed deals?
• Use evidence field - AI will pull exact quotes showing why it scored each item

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