Funnel ScoreCard®
A consistent, accurate opportunity evaluation
and loss review process
Funnel ScoreCard® helps sales organizations quickly and systematically identify the best opportunities to pursue, providing fact-based decisions around resource allocation and time management.
We help clients develop objective evaluation criteria by helping them understand the key factors impacting their ability to win deals and their relative importance. We then help them validate this "score card" by looking at previously won business and updating it on an on-going basis.
Once clients have a valid ScoreCard, they can quickly rank and prioritize which opportunities to pursue and why. By separating the good sales opportunities from the bad, sales leaders and their sales force can improve forecasting, strengthen funnel integrity, and allocate the right time, energy, and resources to the right sales objectives.
No longer are opportunities subject to guesswork. Salespeople understand immediately where they stand with each opportunity in the funnel, and forecasting becomes more precise. And, even when you don't win, Funnel ScoreCard® also facilitates the loss review process so you can better institutionalize learning and refine your success criteria moving forward.
If your organization is trying to address the following issues, then Funnel ScoreCard® may be the right solution.
- Allocating investments and resources to deals with the highest probability of winning
- Improving sales forecasting
- Implementing an objective loss review process
- Holding people accountable for highly resourced deals
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