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 Team > Scorecards
- 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
Scoring Categories
Examples of custom categories:
BANT Qualification - Budget, Authority, Need, Timeline coverage
MEDDIC - Metrics, Economic Buyer, Decision Criteria, etc.
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