Funnel ScoreCard® provides sales organizations a method to quickly and systematically identify the best opportunities to pursue. This program offers the framework to make fact-based decisions to optimize resource allocation and time management.
For those concerned with improving forecasting, strengthening funnel integrity, and directing resources toward the right sales objectives, a customized Funnel ScoreCard® helps assess opportunity potential. The final product will include objective evaluation criteria developed by recognizing and understanding key factors that impact the organization’s ability to win. The scorecard is then validated by analyzing previous sales opportunities and, over time, is updated as needed. Working with a scorecard allows organizations a way to rank and prioritize opportunities to pursue, while highlighting the steps that will move them forward.
Funnel ScoreCard® eliminates guesswork and helps salespeople pinpoint where they stand with each opportunity in the funnel. Additionally, this program facilitates win/loss reviews when the scorecard is used to identify which criteria were met and what information remained unknown during the sales cycle. This allows organizations to recognize the contributing factors in a win or loss in order to apply best practices to future sales opportunities.
Funnel ScoreCard® may be the right solution if your company is trying to:
The Funnel ScoreCard® design session should include top-performing salespeople and sales management. When these individuals use the scorecard to determine why they win and begin using best practices, the scorecard becomes a credible tool in the eyes of the rest of the organization.
Enable field salespeople to:
Enable sales managers and senior leaders to: