Sales framework scoring
In this article
In this article group
Curvo scores each sales meeting against your company's sales framework, and the tab named after that framework shows the score for each part and the moments behind it. If your framework is MEDDPICC, the tab is MEDDPICC. On BANT or a custom framework, it carries that name instead.
The tab appears only on sales meetings. If you can't see it, check the meeting type in the header: it should read Sales Meeting. Owners choose the framework in Settings. See Set up your workspace.
Overall score
The top of the tab shows the percentage for This meeting with a rating. It's the same score you see in Overview tab: summary and next steps.
What you see | What it means |
|---|---|
Good | 70% or more |
Average | 40% to 69% |
Needs attention | Below 40% |
Processing | The score isn't ready yet |
Failed or Unavailable | There's no score to show |
Score for each part
The list on the left has a row for each part of your framework, with its percentage and a progress bar. Select a row to load that part's detail.
On some older scores, a green section and a figure such as (+12%) show what the wider deal adds to this meeting's score.
Moments from the call
For the part you've selected, Curvo lists the moments from the call that relate to it, highest scoring first. Each moment has a timestamp and a written analysis. The first is labelled Key moment and also quotes the speaker's words.
Select a timestamp to play that moment in the recording. The transcript follows along while Auto-scroll is on.
Some meetings show a written analysis for each part in place of timestamped moments.
View the scorecard
Select View scorecard to open the question-by-question view. What you see depends on how the meeting was scored:
Layout | What it shows | Can you change it? |
|---|---|---|
A table for each part | Question, Result, Weight and Score, with a note under some questions | Yes. Switch an answer between yes and no, then select Save |
A section for each part | Each question with its rating and the reason for it | No. Select Close when you're done |
If a table has blank answers, Curvo tells you Some answers are still blank, so you can set them and make the score reflect the meeting.
Meetings on some custom frameworks also list Questions on the tab itself. Depending on your seat, you can set each one to Yes, Partial or No. If your choice differs from Curvo's, its original answer stays visible beside the question.
Ways to use the score
Before your next call with Acme, open the lowest-scoring part and read the moments to decide which questions to ask.
For coaching, select a timestamp and listen to the moment together. Your manager can open the scorecard if the meeting is set to Team. If you share the meeting with someone outside your workspace, the score is left out unless you turn on Sales Framework & Top Risks. See Who can see a meeting.
This score covers one meeting. For how the whole deal scores, see Deal Qualification Health in Deals.