[{"data":1,"prerenderedAt":50},["ShallowReactive",2],{"glossary-evaluation-criteria":3},{"slug":4,"path":5,"title":6,"description":7,"term":8,"wordCount":9,"hasExample":10,"inboundLinks":11,"isPublished":10,"html":12,"data":13,"related":28,"lessons":47},"evaluation-criteria","/glossary/evaluation-criteria","What Are Evaluation Criteria in Sales? Definition","Evaluation criteria are the specific requirements a prospect's buying team uses to judge competing options. Finding them early tells you what the decision actually hinges on.","Evaluation Criteria",207,true,14,"\u003Cp>Evaluation criteria are the specific requirements a prospect's \u003Ca href=\"/glossary/decision-making-unit/\">buying team\u003C/a> uses to judge competing options — features, price, security, implementation speed, references. They are the scorecard the decision actually runs on. If you ask for the criteria early, you can map your \u003Ca href=\"/glossary/solution-selling/\">solution\u003C/a> directly onto them and help your \u003Ca href=\"/glossary/champion/\">champion\u003C/a> sell internally. If you never ask, you will lose on a checklist you never saw.\u003C/p>\n\u003Ch2 id=\"in-plain-english\">In plain English\u003C/h2>\n\u003Cp>Every serious purchase gets compared against a list, formal or not. Your job is to discover that list and shape your \u003Ca href=\"/glossary/demo/\">demo\u003C/a> and \u003Ca href=\"/glossary/proposal/\">proposal\u003C/a> around the exact boxes they care about. "What will you use to compare us with the other options?" is a question that wins deals.\u003C/p>\n\u003Ch2 id=\"why-it-matters-to-you\">Why it matters to you\u003C/h2>\n\u003Cp>Criteria tell you where you are strong and where you need to \u003Ca href=\"/glossary/lead-qualification/\">qualify honestly\u003C/a>. When your product genuinely misses a must-have, better to find out now than at the end. Reps who map criteria run cleaner \u003Ca href=\"/glossary/vendor-evaluation/\">vendor evaluations\u003C/a> and lose fewer deals on surprises.\u003C/p>\n\u003Cp>Ask for the scorecard in the first discovery call, and update it as the committee changes, so your message never drifts from what the decision actually rewards. The criteria you do not know are the ones that can blindside you.\u003C/p>\n",{"title":6,"description":7,"primaryQuery":14,"term":8,"publishedAt":15,"author":16,"reviewedAt":17,"example":18,"relatedTerms":19,"lessons":26},"what are evaluation criteria in sales","2026-08-19","closers","2026-09-24","\"The evaluation criteria are a two-week implementation, SOC 2, and a price under forty thousand — I built the whole pitch around those three.\"",[20,21,22,23,24,25],"decision-making-unit","buying-committee","vendor-evaluation","champion","proof-of-concept","lead-qualification",[27],"/academy/sdr/what-is-an-ideal-customer-profile",[29,32,35,38,41,44],{"slug":20,"path":30,"title":31},"/glossary/decision-making-unit","What Is a Decision-Making Unit (DMU) in Sales? Definition",{"slug":21,"path":33,"title":34},"/glossary/buying-committee","What Is a Buying Committee in Sales? Definition",{"slug":22,"path":36,"title":37},"/glossary/vendor-evaluation","What Is a Vendor Evaluation in Sales? Definition and How to Win One",{"slug":23,"path":39,"title":40},"/glossary/champion","What Is a Champion in Sales? Definition and How to Find One",{"slug":24,"path":42,"title":43},"/glossary/proof-of-concept","What Is a Proof of Concept (POC) in Sales? Definition",{"slug":25,"path":45,"title":46},"/glossary/lead-qualification","What Is Lead Qualification? Definition and Process",[48],{"path":27,"title":49},"What Is an Ideal Customer Profile (ICP)? + One-Page Worksheet",1792888522547]