- December 1, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group’s (OMG) data is showing that companies – and their salespeople – have finally begun to make some serious progress in this area. Ten years ago, only 9% of the sales population was following a formal, structured sales process. Today, that number has crept up to 32%.
Over the past few years, the majority of calls and emails I have received about sales process have been from companies asking for help buiding a sales process that their salespeople will actually follow and, more importantly, one that will work. But that’s changing too.
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?
Earlier his year I wrote about scorecards a couple of times. In February I raved about Membrain’s built-in scorecard and in October I wrote about scorecards as the key to a predictive pipeline.
So the question is: Is this hype or is the scorecard a true game changer?
I don’t know how many scorecards the experts on my team have built for our clients, but my personal clients tell me that the scorecard I built for them has changed their world. Their win rates are way up, their sales cycles are shorter, their salespeople are more confident about the opportunities they have decided to pursue, and they have more time and resources to devote to those opportunities.
In short, scorecards are the scientific way to transition from going after every opportunity and hoping to close a small percentage of them, to identifying which opportunities to pursue and closing all of them.
Scorecards are a simple concept but they get tricky in the final stages. You must be able to accurately:
- Identify consistently predictive conditions
- Weight them properly
- Set the proper cut-off
If you fail to get each of those things just right, you’ll have scorecards that won’t work the way you hoped. It’s crucial to get all three variables right the first time.