Score Card Fields

Using score cards as part of your sales, account growth project, and prospecting efforts gives you crystal clear insights into the strengths and weaknesses of each opportunity in your pipeline. They can be used to maximize the success of your sales process resulting in more revenue and less risk.

Benefits of Score Card Fields

• Score Card fields help you identify the strengths and weaknesses within a specific area of a Prospect, Sales Project, or Account Growth Project, highlighting any concerns before they become a potential risk.
• They can help you and your team make Go/No-Go decisions at crucial milestones of the process.
• They can improve probability rates across your pipeline, ultimately resulting in more reliable forecasting.
• Score cards fields can even be applied on the Company or Contact Level, helping with account management at a higher level.

An example of a Score Card identifying the health of an opportunity.  

Using Score Cards

Score Cards can be used in both Prospects, Sales Projects, and Account Growth Projects, and can be completed as part of a process step, or simply included in the Left Box of a Sales Project. They can also be used on a Company or Contact page.

You can choose to display specific Score Card data points in List Views for easier organization and analysis. The available options include score cards overall score, questions group scores, and individual questions scores. 

Additionally, you can apply filtering on score cards, on its overall score, questions group scores and/or individual questions scores.

Last but not least, score card fields can be added as a condition to trigger a process rule, process event or automation.
Example. Click on Rules - Add Rule - Custom, add a name, description and importance (coaching advice, yellow or red flag) to your rule. Then decide when it should trigger, by adding a Stage name and/or additional conditions such as the Opportunity score card.

Features

Working through a score card is made easy by reading each question in turn, and selecting the most suitable answer available.

The “always on top” score of a score card shows you clearly what the current score is, with a clear indication of what that score actually means when compared with minimum and maximum ranges. This follows you when you scroll through longer score cards so your progress is always visible.

The color-coding of each answer you choose is predetermined by your administrator during the setup of the score card, so each question is scored and visualized for its unique value.

Creating a Score Card Field

Setting up a score card is very straightforward. It helps, of course, if you already have a set of questions you would like to use in your score card with a range of answers and a structure for how you would like to score each answer. 

Step by step:

Start by documenting key elements of your sales process that you believe have a big impact on its potential success or failure. Let's take the Opportunity Score Card as an example.

1. From the Prospect or Sales process editor, create a new step and call it "Opportunity Qualification"
2. Click into the step and press on the "Add Details/Tools” to the right.
   
3. Score Cards are simply custom fields created to capture data, but with additional functionality.  So in the same way you would select what level a custom field should be created at, you would do the same for score cards. 
   From the Details section, choose to have the score card created on a Prospect, Sales Project, Account Growth Project, Ticket, Company, or Stakeholder/Contact Level. 
   
4. The list of current custom fields appears. Click on the New Custom Field option up the top to create a new custom field.
   
5. Choose Score Card as the type of custom field you want to create.
   
6. Now you're ready to get started building your Score Card. First, give it a name on the left, and add any description or advice on how to complete the score card that might be helpful to the person completing it.
7. Start to add your questions, along with possible answers and scores. Scores can be either a positive or a negative numerical value.
   
8. Once you've created your first question, you can go right ahead and create a Group, e.g., Buying Vision, where you can continue to add questions that are relevant. 
   
9. Set the color ranges to determine when a score for an individual question falls within a range, it will turn green, gray, or red to indicate a good, neutral, or negative response.
   
10. Continue adding questions with their answers, scores, and groups to build up your score card.
11. When you're done, press Save & Publish Field.

Support

As always, we're here to help and would love to hear your feedback on this useful feature in Membrain. Let us know if you have any questions on how best to set up Score cards by emailing us at support@membrain.com and we'll be happy to help.