In the last update, I mentioned a major overhaul of the scoring engine was coming. It's here. Every audit from today forward runs on the new version.

The problem with the old scoring

The previous protocol gave you a score and some feedback. That's useful, but it had blind spots.

A seller could follow every step on the checklist, say all the right things in the right order, and still deliver a completely generic call. The old system struggled to tell the difference between someone who ran the playbook and someone who actually sold. Structure and execution looked the same as real quality.

That's fixed now.

The new protocol separates these things cleanly. It asks three distinct questions about every phase of your call: was it structured correctly? Was it executed properly? And was it actually tailored to the person on the other end of the line? That last one is where the real points live, and where most sellers leave the most on the table.

You'll feel the difference immediately. Instead of "your pitch scored 65," you'll see exactly which dimension of the pitch needs work. That changes the coaching conversation entirely.

Scoring that matches reality

A few things about the old system bothered me. Closing a deal guaranteed a minimum score, even if the call was terrible and the prospect was going to buy no matter what. That's gone. We score the selling, not the outcome.

On the flip side, if a prospect genuinely couldn't buy (wrong person, no budget, no fit) the seller used to get punished for something that was never in their control. That's gone too. Those calls now get evaluated on a completely different basis: did you handle it as well as you could have?

The penalties are also smarter. The old system had some hard cutoffs where one point could swing your score way more than it should. The new model scales proportionally. Small miss, small deduction. Big miss, big deduction. No more arbitrary cliffs.

The WHY section

This might be the most important change.

Every audit now includes a mandatory section that answers one question: why? Why did the deal close, or why didn't it? What was the primary cause? What contributed? How much was the seller, and how much was the situation?

A number without a why is useless. The why is where the coaching actually lives.

AI + Human, same as before, but clearer

The AI handles the analysis and scores the call. But the last points are reserved for things only me can evaluate: energy, listening, brilliant moments. A score above 85 means something genuinely exceptional happened, validated by a real person.

The AI analyzes. I judge. You get the consensus. That hasn't changed, it's just more transparent now.

One more thing: version tracking

Starting today, every audit shows the exact version of the protocol that was used. Right now that's v0.60.

Why? Transparency. You should know how the methodology evolves. And if you ever want to compare two audits, you'll know whether they were scored on the same version.

That's it. The protocol is sharper, the scoring is fairer, and you'll get more out of every audit. You'll see it in your next one.

Questions or thoughts, drop a comment below.