Improve forecast accuracy and win rates
The biggest waste of time is the sales you lose. Good qualification increases win rates.
SCOTSMAN® helps you understand what work is needed by reviewing 8 areas. And how serious the prospect is about the project.
Identify what is ok, where you don’t have answers, and any potential problems.
Failing to plan, is planning to fail. Plan what to discuss to get answers, and what is needed from the customer to progress the sale. These commitments show they are serious about you and your solution.
Identify who we need to meet, at which event, and why.
Record meeting outcomes by the commitments gained or not gained.
People respect what you inspect, not what you expect. Improve forecasting accuracy and decision making.
Opportunity level KPIs give Sales Managers a pipeline overview highlighting opportunities with issues or requiring intervention.
Review planned and achieved actions for individual opportunities for better 1-2-1 meetings and coaching.