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User

Calibration Evaluation - Louise McLean - Sales - AnthonysonF

Quality Score

Grade

Fail

Introduction

100

Fact Find

100

Sales skills

100

Customer Experience

100

System Use

100

Compliance

My Organisation

Sales

60 Fail

Agent
Louise McLean
Manager
Ray Baker
Team
Sales - Outbound
Department
Sales
Marked by
Fredric Anthonyson
Marked date
11th September 2025
Account ref.
644570
Week no.
31
Date of call
10th September 2025
Time of call
11:43
Sale closed
No
Cross-sell
Yes
Misc.
-

Introduction
100
- Agent name
  The agent introduced themself by name in order to present a friendly and approachable image.
  Weight:
  1
- Company brand
  The agent gave the company's brand name on opening the call to promote professionalism and customer awareness.
  Weight:
  2
- Rapport
  The agent attempted to build rapport with the customer (eg. asking how they are). The agent asked the customer how they prefer to be addressed and used their name during the conversation.
  Weight:
  1
- Set-up and signposting
  The agent set the customer's expectations for the call, motivating them to continue, and signposted for anything that would be useful for the customer to have available (eg. a current bill) in order to improve the flow of the call.
  Weight:
  1
  RA:
  5
  CSM:
  80
Fact Find
100
- Questioning
  The agent made good use of questioning techniques, such as open, closed, and funnel questions, to better understand the customer's needs.
  Weight:
  1
- Listening
  The agent demonstrated good listening skills by way of active listening, verbal nods, and repeating information back to the customer, enabling successful communication between them.
  Weight:
  1
- Current price
  The agent discovered the price that the customer is currently paying.
  Weight:
  1
  RA:
  5
  CSM:
  80
- C.E.D.
  The agent discovered the customer's current contract end date.
  Weight:
  1
  RA:
  5
  CSM:
  80
- External offers
  The agent discovered any offers that the customer has received elsewhere.
  Weight:
  1
  RA:
  5
  CSM:
  80
Sales skills
100
- Overcoming Objections
  The agent used appropriate objection handling techniques to sell to the customer.
  Weight:
  1
  RA:
  5
  CSM:
  80
- Appropriate solution offered
  The agent targeted their solution based on the customer's needs and external offers, and ensured that it was appropriate for both them and us.
  Weight:
  1
- Features & benefits
  The agent suitably promoted the features and benefits of our brand and product.
  Weight:
  1
  RA:
  5
  CSM:
  80
- Informed choice
  The agent ensured that the customer had all the relevant information they needed to make an informed choice.
  Weight:
  1
- Managing expectations
  The agent provided accurate timescales and information, and didn't make any guarantees that we might not be able to keep.
  Weight:
  1
- Language
  The agent used positive language to gain buy-in from the customer.
  Weight:
  2
Customer Experience
100
- Use of hold
  The agent followed the correct hold process by asking the customer if they were happy to hold, and thanking them for holding on their return. The agent ensured that the customer was not on hold for longer than 2 minutes before coming back to them.
  Weight:
  1
- Positive
  The agent gave a positive impression to the customer of themself and the company, improving the likelihood of repeat business and positive word of mouth.
  Weight:
  1
- Professional
  The agent displayed professionalism at all times during the call.
  Weight:
  1
- Tone & pace
  The conversation flowed well and the agent's tone was appropriate.
  Weight:
  1
- Ownership
  The agent took ownership of the call in order to save the customer time and convenience, and benefit the company's service levels.
  Weight:
  2
- Knowledgeable
  The agent gave accurate information and sounded knowledgeable of the brand and product, promoting customer confidence in our brand.
  Weight:
  2
System Use
100
- Account comments
  The agent left full and descriptive comments on the customer's account that will benefit future communication and other agents who might speak to the customer.
  Weight:
  2
- Follow up logged correctly
  The agent logged follow up dates and times accurately where required to ensure that the customer won't need to contact us unnecessarily.
  Weight:
  2
- Updating customer details
  The agent ensured that the customer's information on the account was correct in order to maintain accurate and up to date records.
  Weight:
  2
Compliance
60
- GDPR
  The agent adhered to data protection requirements at all times in order to prevent risk to the business and to protect the customer's data.
  Weight:
  1
  CSM:
  60
- Scripts
  The agent read scripts clearly and in full, ensuring customer understanding and acceptance.
  Weight:
  1
  CSM:
  60
- Inappropriate / offensive language
  The agent avoided using language that could severely damage the customer's experience with us, or damage our company reputation.
  Weight:
  1
  CSM:
  60
- Complaints process
  The agent followed the company's escalation process in order to ensure we are meeting the expectations of our customers and regulators.
  Weight:
  1
  CSM:
  60
- Vulnerable customers
  The agent dealt with a vulnerable or distressed customer in a professional and compassionate manner, in order to protect the customer, and the company's reputation.
  Weight:
  1
  CSM:
  60

My Organisation

Sales

60 Fail

Agent
Louise McLean
Manager
Ray Baker
Team
Sales - Outbound
Department
Sales
Marked by
Fredric Anthonyson
Marked date
11th September 2025
Account ref.
644570
Week no.
31
Date of call
10th September 2025
Time of call
11:43
Sale closed
No
Cross-sell
Yes
Misc.

Introduction
100
- Agent name
  The agent introduced themself by name in order to present a friendly and approachable image.
  Weight:
  1
- Company brand
  The agent gave the company's brand name on opening the call to promote professionalism and customer awareness.
  Weight:
  2
- Rapport
  The agent attempted to build rapport with the customer (eg. asking how they are). The agent asked the customer how they prefer to be addressed and used their name during the conversation.
  Weight:
  1
- Set-up and signposting
  The agent set the customer's expectations for the call, motivating them to continue, and signposted for anything that would be useful for the customer to have available (eg. a current bill) in order to improve the flow of the call.
  Weight:
  1
  RA:
  5
  CSM:
  80
Fact Find
100
- Questioning
  The agent made good use of questioning techniques, such as open, closed, and funnel questions, to better understand the customer's needs.
  Weight:
  1
- Listening
  The agent demonstrated good listening skills by way of active listening, verbal nods, and repeating information back to the customer, enabling successful communication between them.
  Weight:
  1
- Current price
  The agent discovered the price that the customer is currently paying.
  Weight:
  1
  RA:
  5
  CSM:
  80
- C.E.D.
  The agent discovered the customer's current contract end date.
  Weight:
  1
  RA:
  5
  CSM:
  80
- External offers
  The agent discovered any offers that the customer has received elsewhere.
  Weight:
  1
  RA:
  5
  CSM:
  80
Sales skills
100
- Overcoming Objections
  The agent used appropriate objection handling techniques to sell to the customer.
  Weight:
  1
  RA:
  5
  CSM:
  80
- Appropriate solution offered
  The agent targeted their solution based on the customer's needs and external offers, and ensured that it was appropriate for both them and us.
  Weight:
  1
- Features & benefits
  The agent suitably promoted the features and benefits of our brand and product.
  Weight:
  1
  RA:
  5
  CSM:
  80
- Informed choice
  The agent ensured that the customer had all the relevant information they needed to make an informed choice.
  Weight:
  1
- Managing expectations
  The agent provided accurate timescales and information, and didn't make any guarantees that we might not be able to keep.
  Weight:
  1
- Language
  The agent used positive language to gain buy-in from the customer.
  Weight:
  2
Customer Experience
100
- Use of hold
  The agent followed the correct hold process by asking the customer if they were happy to hold, and thanking them for holding on their return. The agent ensured that the customer was not on hold for longer than 2 minutes before coming back to them.
  Weight:
  1
- Positive
  The agent gave a positive impression to the customer of themself and the company, improving the likelihood of repeat business and positive word of mouth.
  Weight:
  1
- Professional
  The agent displayed professionalism at all times during the call.
  Weight:
  1
- Tone & pace
  The conversation flowed well and the agent's tone was appropriate.
  Weight:
  1
- Ownership
  The agent took ownership of the call in order to save the customer time and convenience, and benefit the company's service levels.
  Weight:
  2
- Knowledgeable
  The agent gave accurate information and sounded knowledgeable of the brand and product, promoting customer confidence in our brand.
  Weight:
  2
System Use
100
- Account comments
  The agent left full and descriptive comments on the customer's account that will benefit future communication and other agents who might speak to the customer.
  Weight:
  2
- Follow up logged correctly
  The agent logged follow up dates and times accurately where required to ensure that the customer won't need to contact us unnecessarily.
  Weight:
  2
- Updating customer details
  The agent ensured that the customer's information on the account was correct in order to maintain accurate and up to date records.
  Weight:
  2
Compliance
60
- GDPR
  The agent adhered to data protection requirements at all times in order to prevent risk to the business and to protect the customer's data.
  Weight:
  1
  CSM:
  60
- Scripts
  The agent read scripts clearly and in full, ensuring customer understanding and acceptance.
  Weight:
  1
  CSM:
  60
- Inappropriate / offensive language
  The agent avoided using language that could severely damage the customer's experience with us, or damage our company reputation.
  Weight:
  1
  CSM:
  60
- Complaints process
  The agent followed the company's escalation process in order to ensure we are meeting the expectations of our customers and regulators.
  Weight:
  1
  CSM:
  60
- Vulnerable customers
  The agent dealt with a vulnerable or distressed customer in a professional and compassionate manner, in order to protect the customer, and the company's reputation.
  Weight:
  1
  CSM:
  60