Call Analysis·Updated Feb 6, 2026
Understanding Scores
Learn how KendoAI scores your sales calls across key competencies.
Scoring Overview
KendoAI analyzes your calls across multiple dimensions of sales effectiveness. Each call receives scores in key competency areas that together indicate overall performance.
Scores range from 0-100 and are calculated using AI analysis of your conversation, including what was said, how it was said, and what was missing.
Core Scoring Categories
Discovery - How well you uncovered the prospect's needs, challenges, and goals. Includes qualification questions and active listening.
Value Proposition - How effectively you communicated your solution's value in terms relevant to the prospect's situation.
Objection Handling - How you addressed concerns and pushback. Includes acknowledgment, reframing, and resolution.
Closing - Your effectiveness at advancing the deal, including next steps, commitments, and asking for the business.
Rapport Building - Your ability to build connection and trust through tone, empathy, and personalization.
Overall Score - A weighted average of all categories based on your scorecard settings.
Score Interpretation
How to interpret your scores:
90-100 - Excellent. You demonstrated mastery in this area.
70-89 - Good. Solid performance with room for improvement.
50-69 - Average. Key opportunities to develop.
Below 50 - Needs work. Focus training on this area.
Track scores over time to see improvement trends.
Detailed Breakdown
Click into any score to see the detailed breakdown:
Specific moments - Timestamps where you excelled or missed opportunities
Key phrases - What you said that impacted the score
Missing elements - What could have been included
Recommendations - Specific suggestions for improvement
Custom Scorecards
Teams can create custom scorecards that match their sales methodology:
Add or remove scoring categories
Adjust category weights
Define custom criteria
Set benchmarks for your team
See the Custom Scorecards guide for setup instructions.