Before the loop: freeze the rubric
Pick 4–5 must-have rows for the role (for AE: quota story, deal example with $, discovery process, objection handling, forecast honesty). Interviewers only score those rows — not “overall impression.”
During: note prompts that kill charm bias
- What number did they own, and over what period?
- Name one concrete example (customer, deal, ticket, launch).
- What tradeoff did they make under a constraint?
- What would Day-30 look like if we hired them?
If an interviewer cannot answer (1)–(3), that is a gap, not a soft maybe.
After: one-page verdict
Advance / Hold / More rounds — tied to covered rubric rows. Paste notes into Interview Autopsy to spot charm language and missing probes in seconds.
Related: Charm vs evidence scorecard · Free tools hub