Scoring Configuration

Framework, research, and level definitions

Weights reflect pharma-specific research. Discovery & Questioning has highest weight (25%) because uncovering HCP needs is the #1 predictor of prescribing behavior change.

C1 — Preparation & Strategy

Weight: 15%

Call objective stated clearlyReferenced prescribing historyKnew competitor position

C2 — Discovery & Questioning

Weight: 25%

Used open-ended questionsUncovered prescribing driversIdentified barriers

C3 — Value Articulation

Weight: 20%

Cited specific trial dataLinked benefits to HCP needsIncluded fair balance

C4 — Objection Handling

Weight: 20%

Acknowledged concerns firstUsed labeling techniqueResponded with evidence

C5 — Relationship & Climate

Weight: 10%

Respected time constraintsAdapted to DISC styleMaintained HCP autonomy

C6 — Commitment & Follow-Up

Weight: 10%

Asked for specific commitmentOffered appropriate samplesEstablished follow-up plan

Rackham SPIN Selling

35,000 calls analyzed

Question sequencing, discovery methodology. Problem and Implication questions are the strongest predictors of B2B (and pharma) sale success.

Voss Tactical Empathy

FBI hostage negotiation research

Labeling, mirroring, calibrated questions. Acknowledging HCP concerns before addressing them reduces resistance by 40%.

Cialdini Influence

Decades of persuasion research

Authority, social proof, commitment. Peer influence and KOL citations are highly effective in clinical decision-making.

FDA Pharma Guidelines

Regulatory requirement

Fair balance, on-label promotion, Sunshine Act compliance. Non-negotiable guardrails for all sales interactions.

IMS Health Prescribing Behavior

Pharma-specific field data

Rep-HCP interaction outcomes. Relationships + data = highest prescription lift. One alone is insufficient.

Expert

80–100

Consistently demonstrates best practices. Clinical data mastery. Fair balance always maintained. Could train others.

Proficient

70–79

Solid performance with minor gaps. Uses discovery well. Occasional fair balance lapses. On track.

Developing

50–69

Understands concepts but inconsistent execution. Discovery present but shallow. Needs coaching focus.

Novice

0–49

Limited skill awareness. Primarily reactive. Feature dumping without discovery. Significant coaching required.