scorecard
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Can Sales Statistics be Bad and Good at the Same Time?
- February 21, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received two pieces of bad news relative to statistics.
The first is about my award-winning Blog. It seems that readers stay with an article for an average of only one-minute or so. That means that most readers don’t finish the article, fail to get to my summary, and often don’t read long enough to get my point. Basically, everything that comes after the fourth paragraph is not being read. This could also be good news. It could mean that I can actually write shorter articles and that would be great for me!
The other piece of bad news relates to my award-winning sales training company, Kurlan & Associates. I reviewed 5 years worth of statistics on opportunities that weren’t closed and it seems that prospects were 6 times more likely to do nothing than to do business with a competitor. We don’t lose very often and I can count on two hands the number of opportunities I have personally lost in the past 5 years. But it’s one thing to rarely lose, and another to learn that 6 times more often than not, a company failed to act. But these statistics are very misleading. Let me explain why.
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The Simple Tool that Simplifies Account, Time and Territory Management
- January 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the table below, you can see a generic Kurlan scorecard for time/territory management as well as account management. You can modify the weighting for the 9 criteria based on how important each one is to you and your business. Just make sure that the totals equal 100.
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Companies Rush to Get This One Thing in Place for their Sales Teams Before January
- December 1, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the past few months, the majority of the calls and emails coming in have been to get help building predictive scorecards. Yesterday alone I spoke with the CEO’s from 3 companies about building and slotting scorecards into their existing sales processes.
Why the sudden rage over scorecards?
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The #1 Key to Making Sales Forecasts Accurate Again
- October 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What is they key to accurate sales forecasts? Sure, it’s all of the things I’ve written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc. But haven’t you witnessed more than enough opportunities where all of that was completed at an acceptable level and the business still failed to close? Don’t too many of those well qualified opportunities become delayed closes or losses? So what is it? What is the one thing that will accurately predict whether or not an opportunity is strong enough to pursue with everything you’ve got?
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Sure Fire Way to Know Which Sales Opportunities are the Best Sales Opportunities
- February 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I just love it when cool gets cooler and I’m not talking about the winter weather in New England. About a month ago, I wrote this article on Targeting and shared a generic model for scoring opportunities. George Bronten and Henrik Oquist, CEO and COO of Membrain, took note and developed the concept as a new feature for their world-class CRM application, Membrain. You have to see how we integrated this new feature into the Baseline Selling version of Membrain. In the image below, you can see that we added a scoreboard milestone at two stages of the sales process.