Using scorecards 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 Scorecards
- Scorecards help you identify the strengths and weaknesses within a specific area of a Sales Project, Account Growth Project, or Prospect, 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.
- Scorecards can even be applied at the Company or Contact Level, helping with Account management at a higher level.
An example of a Scorecard identifying the health of an opportunity.
Using Scorecards
Scorecards can be used in both Prospecting, 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 found on a Company or Contact page.
Scorecards can be shown in Prospects', Sales Projects' and Account Growth Projects' List Views. Click on the cogwheel and add them from the available fields that you find there.
Features
Working through a scorecard is made easy by reading each question in turn, and selecting the most suitable answer available.
The “always on top” score of a scorecard 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 scorecards so your progress is always visible.
The color-coding of each answer you choose is predetermined by your administrator during the setup of the scorecard, so each question is scored and visualized for its unique value.
Creating a Scorecard
Setting up a scorecard is very straightforward. It helps, of course, if you already have a set of questions you would like to use in your scorecard 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 Scorecard as an example.
- From the Sales or Prospecting process editor, create a new step and call it "Opportunity Qualification"
- Click into the step and click on the "Add Details/Tools” to the right
- Scorecards 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 scorecards.
From the Details section, choose to have the scorecard created on a Sales Project, Account Growth Project, Prospect, Company, or Stakeholder/Contact Level.
- The list of current custom fields appears. Click on the New Custom Field option up the top to create a new custom field.
- Choose Scorecard as the type of custom field you want to create.
- Now you're ready to get started building your Scorecard. First, give it a name on the left, and add any description or advice on how to complete the scorecard that might be helpful to the person completing it.
- Start to add your questions, along with possible answers and scores. Scores can be either a positive or a negative numerical value.
- 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.
- 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.
- Continue adding questions with their answers, scores, and groups to build up your scorecard.
- 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 Scorecards by emailing us at support@membrain.com and we'll be happy to help.
