SPICED Discovery Scorecard

SPICED Discovery Scorecard

The SPICED Discovery Scorecard evaluates every practice session against the SPICED sales discovery framework. It provides a structured breakdown of how well you explored the five key dimensions of a discovery conversation: Situation, Pain, Impact, Critical Event, and Decision.

What Is SPICED?

SPICED is a sales discovery framework used by high-performing sales teams to structure their discovery conversations. Each letter represents a dimension that effective reps explore during qualifying calls:

Dimension	Letter	Core Question
Situation	S	What is the prospect's current environment?
Pain	P	What specific problems are they experiencing?
Impact	I	What is the cost of those problems?
Critical Event	C	Why are they looking at this now?
Decision	D	How will they decide, and who is involved?

Strong discovery conversations touch all five dimensions. Weak ones tend to skip or rush through one or more areas, leaving gaps that create risk later in the sales cycle.

How Scoring Works

After each practice session, the AI evaluates your transcript against 11 specific discovery questions spread across the five dimensions:

Situation (2 questions)

• Did you ask about the prospect's current setup, tools, or process?
• Did you understand the prospect's team size or business context?

Pain (2 questions)

• Did you identify at least one specific (not generic) pain point?
• Did you let the prospect articulate the pain in their own words rather than leading them?

Impact (2 questions)

• Did you quantify the cost of the problem in terms of time, money, or opportunity?
• Did you connect the pain to a business outcome such as revenue, churn, or efficiency?

Critical Event (2 questions)

• Did you identify why the prospect is looking at a solution right now?
• Did you surface a deadline, trigger, or compelling event?

Decision (3 questions)

• Did you ask about the decision-making process?
• Did you identify other stakeholders or approvers?
• Did you understand the timeline to a decision?

Each question is evaluated as pass or fail. The dimension score is the percentage of questions passed within that dimension. For example, if you pass both Pain questions, your Pain score is 100%. If you pass one of three Decision questions, your Decision score is 33%.

The overall SPICED score is the average of all five dimension scores.

Where to Find Your SPICED Score

Call Results Page:

After completing a practice session, navigate to the results page. The SPICED tab (marked with a radar icon) appears alongside the existing Feedback, Analytics, and Objections tabs. Click it to see:

1. Overall score ring -- An animated circular ring showing your aggregate SPICED score. Green indicates 70 or above, amber indicates 50--69, and red indicates below 50.
2. Dimension bars -- Five horizontal bars, one for each SPICED dimension, with the dimension letter, full name, a color-coded progress bar, and percentage score.
3. Expandable drill-down -- Click any dimension to see the individual pass/fail questions. Each question shows a green checkmark (passed) or red X (failed) along with a brief explanation of why you received that result.
4. Coaching tip -- A highlighted card at the bottom with a one-line coaching suggestion generated by the AI, focused on your biggest gap.

Practice History:

When viewing the detail page for a completed practice session in your Practice History, a SPICED score card appears below the skill breakdown. This shows the same dimension bars and expandable question drill-down.

Dashboard:

If you have completed multiple SPICED-evaluated sessions, your personal dashboard includes a "SPICED Discovery Skills" section with:

• A radar chart showing your average score across all five dimensions, with trend arrows indicating whether each dimension is improving, declining, or flat.
• A trend line showing your weekly overall SPICED score over time. Use the period selector to view 7 days, 30 days, 90 days, or all time.

The dashboard section appears automatically once you have SPICED data and hides itself when there is nothing to show.

Interpreting Your Scores

Score ranges:

Score Range	What It Means
80--100	Strong discovery -- you consistently explore this dimension well
60--79	Adequate -- you touch on this area but could go deeper
40--59	Weak -- you are missing key aspects of this dimension
Below 40	Critical gap -- this dimension needs focused practice

Common patterns:

• High Situation, low Impact -- You learn about the prospect's world but do not connect their problems to business outcomes. Practice asking "What does that cost you?" and "How does that affect revenue?"
• High Pain, low Critical Event -- You find the problem but do not uncover urgency. Ask "Why now?" and "What happens if you do not solve this by [date]?"
• Low Decision across the board -- Many reps skip decision-process questions. Practice asking "Who else is involved in this decision?" and "What does your timeline look like?"
• All dimensions moderate (50--65) -- You touch every area but do not go deep. Focus on follow-up questions within each dimension rather than moving on too quickly.

Improving Each Dimension

Situation:

• Ask about their current tools, team structure, and processes before discussing your solution.
• Avoid jumping into your pitch before understanding their world.

Pain:

• Ask open-ended questions: "What is the biggest challenge you are facing with [area]?"
• Let the prospect talk. Resist the urge to fill silence or suggest their pain for them.

Impact:

• Always quantify: "How much time does that take?" or "What does that cost per month?"
• Connect problems to outcomes the prospect cares about: revenue, retention, efficiency, risk.

Critical Event:

• Ask directly: "What prompted you to look at this now?" or "Is there a deadline driving this?"
• Listen for triggers: a new quarter, a departing team member, a failed renewal, a board mandate.

Decision:

• Ask early: "Walk me through how you typically make a decision like this."
• Identify all stakeholders: "Who else would need to be involved?"
• Understand timing: "When are you looking to have a solution in place?"

Trend Tracking

Your SPICED scores are tracked over time so you can see whether your discovery skills are improving. The dashboard radar chart updates as you complete more sessions, and the trend line shows your weekly progress.

To see meaningful trends, complete at least five SPICED-evaluated sessions. With fewer than five sessions, the dashboard section may not appear or trend indicators may show as flat.

Adaptive Practice

After completing five or more sessions, the system identifies your weakest SPICED dimension. When your manager generates a new AI buyer character for a practice scenario, the system can automatically design that character to test your weakest area. This creates targeted practice that challenges you exactly where you need it most.

You do not need to do anything to enable this -- it happens automatically based on your performance data.

For Managers

Managers can view SPICED scores for any team member through the rep detail view. Use SPICED data to:

• Identify which discovery dimensions your team struggles with most.
• Set targeted coaching priorities based on specific dimension gaps rather than general "improve discovery" guidance.
• Generate adaptive scenarios that challenge reps on their weakest areas.
• Track improvement over time using the trend data.

Note: SPICED evaluation requires a transcript. If call recording is disabled in a user's settings, the SPICED score will not be generated for their sessions. SPICED scores are generated by AI and should be used as coaching guides alongside human judgement.