Shows where your playbook appeared on the call. Coaches the behavior the methodology missed.
Built by a sales operator who spent two decades watching reps get trained on Monday and forget the framework by Friday.
SPIN teaches what questions to ask. Challenger teaches how to reframe. Sandler teaches how to control the conversation. MEDDIC teaches what to discover. Every methodology emphasizes different skills at different moments — but they all produce execution that can be measured.
FIND IT normalizes every methodology into the same six execution skills — Find, Identify, Nail, Decide, Introduce, Transfer. A Sandler team and a MEDDIC team produce comparable scores. The scorecard shows where your playbook appearedon the call — which methodology behaviors landed and which didn't.
Then the coaching engine goes further. It sees what your methodology expects and coaches the behavior the methodology missed— execution gaps that the training never covered and the rubric doesn't measure.
Third-party methodology names are used for reference only to describe compatibility. FIND IT is independent and is not affiliated with, sponsored by, certified by, or endorsed by any methodology provider listed above.
FIND IT scores full-cycle sales calls — discovery, demos, and closing. OPEN ITscores prospecting and cold calls. Both include your methodology's context and feed the same trend tracking and coaching engine.
Six skills, scored 0–10 each. Every call gets a letter grade (A through F) based on both execution and outcome. A rep who books the demo gets credit — even if their technique was rough.
Is this a real prospect or a tire-kicker?
Qualify the opportunity before investing time. The best reps identify buying intent early — they know the difference between curiosity and commitment.
Asked qualifying questions within the first 2 minutes. Identified budget authority and timeline.
Spent 20 minutes presenting before discovering the prospect has no buying authority.
Did they uncover real pain or stay at surface level?
Surface-level complaints are not pain. Real pain has a cost — in dollars, time, or risk. The rep needs to dig until the prospect says something that matters to their business.
"We're manually tracking OFAC compliance — it takes two full-time employees and we still missed three violations last quarter."
Prospect mentioned compliance was a headache twice. Rep moved on without exploring it.
Can they quantify the cost of doing nothing?
Pain without a number is just a complaint. Nailing the cost means the prospect can justify the purchase internally — "$240K per year in manual labor" moves budgets.
"So that's roughly $240K a year in labor just to stay compliant, plus the risk exposure from the violations you mentioned."
Accepted "it's expensive" as the answer without quantifying the actual cost.
Do they know who makes the decision and how?
Deals die in committee. Mapping every stakeholder — champion, economic buyer, technical evaluator, blocker — is the difference between a pipeline deal and a stalled one.
Identified the CFO as final approver, the compliance officer as champion, and IT as technical sign-off.
"Who else would need to be involved?" was never asked.
Did the solution connect directly to stated pain?
Features don't sell — pain relief does. Every feature shown should map to something the prospect already said hurts. When a feature gets a visible reaction ("that's exactly what we need"), that's a buying signal.
"You mentioned the manual OFAC tracking — let me show you how our automated compliance engine handles that in real-time."
Demoed every feature in the platform for 45 minutes without connecting any of them to the prospect's stated problems.
Is there a clear commitment and concrete next step?
No next step means no deal. Transfer is the moment the conversation becomes a commitment — a booked demo, a signed trial, a follow-up meeting with the decision maker on the calendar.
"Let's get a 30-minute demo on the calendar with your compliance team. Does Thursday at 2pm work?"
"I'll send you some information and we can circle back sometime next week."
Results matter more than technique. FIND IT enforces a hard floor: if the rep secured a concrete next step, they cannot score below 65 — regardless of component scores. A rep who booked the demo is doing the job.
Score floor: 65 (C+ minimum). If framework execution was strong, B minimum.
Scored honestly on framework execution alone. No floor applied.
Secured a concrete outcome AND executed the framework well across most components.
Secured a concrete outcome OR executed most framework steps strongly without major gaps.
Partial execution — some steps done but significant gaps, no clear outcome secured.
Major gaps across multiple components, prospect disengaged or unconvinced.
Call went nowhere — no discovery, no connection, no next steps.
FIND IT adapts scoring to the type of conversation — your methodology context carries through every call type.
Full-cycle sales conversation. All six skills scored equally.
Qualification and pain discovery. No solution presentation expected — just find the pain.
Presentation call. Scored on solution fit and close — plus how well the demo addressed discovery findings.
Cold and warm outreach. Uses the OPEN IT framework with weighted scoring.
Starts as outreach, transitions to discovery. Both frameworks scored, auto-detected.
Your methodology tells the rep what to do. FIND IT tells the manager whether they did it — and coaches on execution gaps the methodology doesn't cover. Every rep gets a coaching persona that adapts to their performance:
Pattern-oriented. Connects call moments to broader sales strategy.
Energy-first. Frames gaps as untapped potential, not failures.
Field wisdom. "I've seen this movie before" mentoring.
Provocative. Asks the hard questions that keep you up at night.
Hyper-specific. Breaks down exact phrasing and timing.
If scores plateau after 3 consecutive persona rotations, the system flags the rep for human coaching intervention — because some gaps need a real conversation, not a better prompt.
Most platforms treat every call as independent. FIND IT connects them. Discovery findings feed directly into demo scoring — so the scorecard knows whether the demo actually addressed what the prospect cares about.
Pain points, stakeholders, timeline, and budget captured
AI builds a custom demo plan based on what was uncovered
Coverage score: did the demo hit the pain points that matter?
Six weighted skills designed for outreach calls. Different skills, different scoring, same scorecard engine. Outcome tiers classify every prospecting call as Appointment Booked, Advancement, or Dead.
See the OPEN IT FrameworkGrade 5 calls free. Bring the methodology you already use — the scorecard shows you what's landing and what's not.