modern sales prospecting scorecard - tellwise · 2019-02-20 · a quick introduction it’s easy to...
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Modern Sales Prospecting ScorecardWhat are your chances of exceeding quota?
A Self-Evaluation for Sellers to Drive Smarter
Prospecting Efforts for Themselves and Their Teams
tellwise
A Quick Introduction
It’s easy to talk about prospecting tactics and strategy. It’s not as easy to make
sure these efforts are being implemented across your whole sales team.
This Modern Sales Prospecting Scorecard will help you evaluate your current
strategy, pinpoint your strengths and identify your weaknesses. When it comes
to prospecting, these four key pillars ensure your sales team is aligned to reach
their goals:
Systems People Metrics Content
Learn why these pillars are important and how you can assess the
effectiveness of your sales team’s prospecting efforts.
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The systems you have in place are vital to your selling success. Before your sales
reps can effectively reach out to prospects, you need a strong system that is
consistent throughout the sales organization as well as the sales process. If each
sales rep is following his or her own system, your reps will struggle at moving
prospects through the pipeline.
Systems
How important are the following to your lead gen strategy?
Having a reliable source
for all of your leads?
Having well-qualified leads
when your sellers engage
Implementing a CRM
Using social monitoring to
research the prospect
Aligning marketing and
sales efforts
Using analytics to
determine successful
lead gen tactics
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Low Medium High
Introduction to Scorecard
The systems you have in place are vital to your selling success. Before your sales
reps can effectively reach out to prospects, you need a strong system in place
that is consistent throughout the sales organization as well as the sales process.
If each sales rep is following his or her own system, your reps will struggle at
moving prospects through the pipeline.
PeopleHow confident are you in the methods your sales reps use to reach out to their
prospects? It’s easy to get sidetracked if your sales reps are constantly being sent
to voicemail or don’t receive timely replies. But, it also shouldn’t be an excuse.
Reaching out to prospects in multiple, different forms can increase your chances
of connecting with your prospects. Especially, if you’re reaching out to them in
their preferred way.
How important are the following sales efforts when reaching out?
Cold calling your prospects
Emailing your prospects
Instant messaging
your prospects
Sending a Twitter DM
Sending LinkedIn InMail
Meeting in person
Number of touches each
sales rep attempts for
each prospect
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Low Medium High
Introduction to ScorecardMetricsPulling metrics and tracking results may be a pain, but it’s an incredibly
important habit. If you aren’t regularly tracking and measuring, you won’t be
able to pinpoint areas of improvement and develop contingency plans to
ensure you meet your year-end goals.
How important are the following metrics in tracking your team’s sales efforts?
Low
Percent of quota achieved
Conversion rate from SQL
to Opportunity
Number of emails sent
Number of calls made
Number of MQLs
received daily
Conversion of MQLs
to SQLs
Win rate
Number of days to close
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Medium High
Introduction to Scorecard
The systems you have in place are vital to your selling success. Before your sales
reps can effectively reach out to prospects, you need a strong system in place
that is consistent throughout the sales organization as well as the sales process.
If each sales rep is following his or her own system, your reps will struggle at
moving prospects through the pipeline.
Content
Marketing and sales alignment is more important than ever. If your sales reps
want to stay top-of-mind and relevant in today’s buyer-centric world, they need
the right content to entice their prospects. Focusing on content may seem a
tedious marketing task, but it can be an effective way to develop relationships
with your prospects.
How important are the following marketing tactics to your team’s
prospecting strategy?
Developing assets for
download that are aligned
with what customers need
Maintaining a blog
Increasing brand
awareness via social
Reaching out to
industry influencers
Implementing a
referral program
Using marketing
automation software
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Low Medium High
Conclusion
Now that you’ve scored your sales team against each sales prospecting pillar, what do you think your
chances are of making quota or reaching your goals this year?
If you checked more ‘Highs’ than either ‘Lows’ or ‘Mediums’, your team is probably set for success in
their sales prospecting efforts.
However, if your rankings are more tipped toward the other end of the spectrum, you’re minimizing
your sales team’s potential, and risking your chances of reaching quota. If you checked more ‘Lows’
or ‘Mediums’, there’s a lot more your team can start doing to reach their goals.
Want to talk strategy and discuss best practices your sales team could implement right away?
Call or email us at 1-425-409-9302 and sales@tellwise.com
Tellwise is a cloud-based sales acceleration platform that
automates sales lead tracking through the entire lifecycle from
start to close, and streamlines how buyers and sellers
communicate more effectively and efficiently along the customer
journey. Tellwise combines the best of email, instant messaging,
collaboration, social media-like features, and analytics into a
single environment. For more information, visit www.tellwise.com,
or contact sales@tellwise.com for a free trial.
About Tellwise
sales@tellwise.com
1 (425) 409-9302
www.tellwise.com
For More Information
9 Lake Bellevue Dr, Suite 213
Bellevue, WA 98005
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