qualified opportunities
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Could Lost Deals Correlate with Sales Success?
- September 20, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I love looking for correlations and causation and we use causation to build predictive sales scorecards. Nobody closes 100% of their closable opportunities but with a properly constructed scorecard, you’ll know the opportunities on which to devote your resources, and which opportunities would be best to lose as fast as you can.
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Use Sales Scorecards Because People are Fickle
- April 24, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A properly constructed sales scorecard objectively scores an opportunity and accurately predicts whether or not you will win the business. Not to be confused with a marketing scorecard which scores a lead based on how closely it comes to your target customer, a sales scorecard assigns weighted points based on whether the buying conditions are consistent with those that typically result in a win.