Can you qualify your ideal customers and your best opportunities?

Opportunity evaluation and loss review process

“The course content was very thorough and provided a better structure for evaluating and rating new business opportunities.”
Account Manager, Manufacturing

Funnel ScoreCard® provides sales professionals and their leaders with a method to quickly and systematically identify the best opportunities to pursue. This programme offers the framework to make fast decisions based around resource allocation and time management.

If you are concerned with improving forecasting, strengthening funnel integrity and directing resources towards the right sales objectives, a customized Funnel ScoreCard® helps assess opportunity potential. Working with a Critical Moments expert, participants will develop objective evaluation criteria by learning to recognise and understand key factors that impact ability to win. Participants then validate the scorecard by looking at previous sales opportunity engagements and update it as needed. Working with a scorecard allows organizations a way to rank and prioritise the opportunities to pursue, while highlighting the steps that will move the organization forward.

Funnel ScoreCard® eliminates guesswork and helps salespeople pinpoint where they stand with each opportunity in the funnel. Additionally, this programme facilitates win/loss reviews by using the Scorecard 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.

Choose Funnel ScoreCard® if your company is trying to:

  • recognise where to allocate limited resources for the greatest return
  • assess available information about the sales opportunity
  • identify critical next steps to progress through the sales cycle
  • facilitate win/loss reviews that improve future sales actions
  • improve forecast recovery