Sales Call Scorecard Generator

Enter your call metrics below to get an overall grade, a breakdown across four categories, and three specific tips to improve. Benchmarks are based on top-performing B2B sales conversations.

Enter your call metrics

Talk-to-Listen Ratio

50% rep talk
What percentage of the call did you (the rep) speak? Top performers: 30-45%.
0% (only listening) 30-45% ideal 100% (monologue)

Questions Asked

Total number of questions you asked during the call. Top performers: 12-15.
questions (0-30)

Next Steps Set?

Were concrete next steps agreed on before the call ended?

• Yes - firm date and agenda
• Partial - vague follow-up
• No next step set

Competitor Mentions Handled

How many competitor references did you address?

Objections Addressed

How many objections did you address?

Pain Points Uncovered

How many distinct pain points did the prospect name?

Budget / Timeline Discussed?

Was budget availability or purchase timeline covered in the call?

• Yes
• No

Score my call

Airspeed scores every call automatically

No more estimating your talk ratio or trying to remember how many questions you asked. Airspeed transcribes, scores, and posts results to your CRM after every call - giving managers real-time visibility across the whole team.

Questions about sales call scoring

What is the ideal talk-to-listen ratio for a sales call?

Research consistently shows that top-performing B2B sales reps talk for 30-45% of the call. Anything above 60% is correlated with lower close rates - buyers need space to articulate their problems. The exceptions are demo calls and pricing discussions, where rep talk naturally increases.

How many questions should I ask per discovery call?

Top performers ask 12-15 questions on a 45-minute discovery call. The composition matters as much as the count - a good balance is 2-3 situation questions, 4-5 problem questions, 3-4 implication questions, and 2-3 need-payoff questions.

Why are firm next steps so important?

Deals without a specific, calendar-confirmed next step stall at a dramatically higher rate. A vague 'I will follow up next week' leaves the buyer with no commitment and gives you no signal about their urgency. A firm next step with an agenda, date, and confirmed attendees is one of the strongest predictors of deal progression.

How does Airspeed score calls automatically?

Airspeed transcribes every call in real time and runs the transcript through AI scoring models trained on B2B sales conversations. It tracks talk ratio, question count, objection handling, next-step confirmation, pain point extraction, and methodology adherence - then posts the scorecard to your CRM and surfaces it to managers without any manual input.

What categories does Airspeed track beyond this scorecard?

In addition to the four categories here, Airspeed also tracks methodology adherence (MEDDIC, BANT, SPICED), sentiment and buyer engagement, specific objection types, competitive mentions, and rep ramp speed across the team.

Let Airspeed score every call for you

Automatic call scoring, talk ratio tracking, and CRM population after every conversation. No manual input, no estimation.