Analytics & Metrics·Updated Feb 6, 2026
Custom Scorecards
Create custom scoring criteria that match your sales methodology.
What are Scorecards?
Scorecards define how calls are evaluated. While KendoAI includes default scoring categories, you can create custom scorecards that match your specific sales methodology.
Custom scorecards let you:
Add categories specific to your process
Adjust weights for different competencies
Define custom criteria for each score
Align scoring with your sales training
Creating a Scorecard
- Build a custom scorecard:
- 1. Go to the Scorecards tab (Knowledge group)
- 2. Click 'Create Scorecard'
- 3. Name your scorecard
- 4. Add scoring categories
- 5. Define criteria for each category
- 6. Set category weights (must total 100%)
- 7. Save and apply to your team
Start from a Template
The fastest way to create a scorecard is to start from a prebuilt template, then tweak it:
- MEDDPIC - Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion
- BANT - Budget, Authority, Need, Timeline
- Additional methodology templates are available in the picker
Each template card shows what it covers and who it's best for. Select one to load its categories and weights, then adjust.
Build with AI
You can also describe your sales process in plain language and let the AI scorecard creator draft categories, criteria, and weights for you.
It uses your team's AI Context to tailor the scorecard, so the more context you've added, the better the result. Review and edit the draft before saving.
Scoring Categories
Whether you start from scratch, a template, or AI, you control the categories. Common methodologies:
BANT Qualification - Budget, Authority, Need, Timeline coverage
MEDDIC / MEDDPIC - Metrics, Economic Buyer, Decision Criteria, and more
Challenger Sale - Teaching, Tailoring, Taking Control
Solution Selling - Pain, Power, Vision, Value, Control
Match your scorecard to your training methodology.
Category Weights
Adjust weights based on importance:
- Discovery might be 30% of overall score
- Closing might be 20%
- Objection handling 25%
- Etc.
Weights should reflect what matters most in your sales process.
Applying Scorecards
Use scorecards across your team:
Set a default scorecard for all new calls
Apply different scorecards to different call types
Compare performance across scorecards
Update scorecards as your process evolves