Sample assessment
Team assessment, one skill at a time
Pick a skill, score your team against the rubric, see where the gap is. Here's a sample run of a three-person BDR pod on "Conduct effective discovery".
Skill being assessed
Conduct effective discovery
A certified rep diagnoses the current state, pain points, business impact, constraints, and desired outcomes well enough to decide whether the opportunity is real, worth pursuing, and how the solution should be evaluated.
Step 1
Score the rubric, not gut feel
Every certified skill in Pointer's framework comes with a rubric. Managers score each area on a 1–5 scale against the same standard, so two managers reach the same conclusion about the same rep.
| Area | Standard (a 4 looks like…) |
|---|---|
| Current-state diagnosis | The rep builds a clear view of how the buyer operates today and where the issue sits. |
| Impact depth | The rep uncovers meaningful business impact, urgency, or downside of inaction. |
| Constraint and fit assessment | The rep surfaces practical constraints and tests whether the solution should be evaluated. |
| Outcome clarity | The rep defines what success looks like in the buyer's terms. |
| Questioning and listening | The rep uses layered questions and follows important threads rather than sticking to a script. |
| Synthesis and documentation | The rep captures a usable summary that supports inspection and next-step planning. |
Step 2
Score 2–3 people you can compare
Three anonymized BDRs from the same pod, scored against the same rubric. Same standard, different patterns.
| Area | Rep A(9 months) | Rep B(4 months) | Rep C(14 months) |
|---|---|---|---|
| Current-state diagnosis | 4/ 5 · Reliable | 3/ 5 · Inconsistent | 5/ 5 · Consistently strong |
| Impact depth | 4/ 5 · Reliable | 2/ 5 · Gap | 4/ 5 · Reliable |
| Constraint and fit assessment | 5/ 5 · Consistently strong | 3/ 5 · Inconsistent | 4/ 5 · Reliable |
| Outcome clarity | 4/ 5 · Reliable | 2/ 5 · Gap | 5/ 5 · Consistently strong |
| Questioning and listening | 3/ 5 · Inconsistent | 2/ 5 · Gap | 4/ 5 · Reliable |
| Synthesis and documentation | 4/ 5 · Reliable | 3/ 5 · Inconsistent | 5/ 5 · Consistently strong |
Step 3
Read the gap, set the coaching focus
The lowest-scoring area across the pod is the highest-leverage coaching focus for next week.
Biggest gap
Questioning and listening
Pod average: 3.0 / 5
The rep uses layered questions and follows important threads rather than sticking to a script.
Next-week coaching focus
Run a 30-minute roleplay drill on this area with Rep B, then have them shadow Rep C on two live calls and report back specific moments where questioning and listening showed up.
Strongest area
Current-state diagnosis
Pod average: 4.0 / 5
The rep builds a clear view of how the buyer operates today and where the issue sits.
Use the strength
Rep C is the in-pod model for this area — set up a 1:1 between Rep C and Rep B before the roleplay drill.
Inside Pointer Workspace
What this sample is missing
The workspace version tracks assessments over time, lets you compare reps against role expectations, attaches coaching notes to specific rubric areas, and rolls up gaps across multiple skills so you know which programs to run this quarter.