The Scorecard

The goal of the Scorecard is to provide a fair appraisal of any given sales organization and its ability to execute the commercial strategy it has defined for itself. Its objective is to better understand issues already identified whilst drawing attention to unknown ones hindering sales performance. It can also offer tremendeous value for Private Equity firms, as soon as a transaction is complete, for them to know from Day 1 where they really stand.

This tool provides a 360° diagnosis of the sales organization and practice, from both quantitative and qualitative angles. The Scorecard is a list of 460 questions at the destination of the Head of Sales and CEO, and organized around four pillars:

• the alignment of the Executive Team
• the robustness of the plan
• the extended structure in place i.e. Sales, Account Management, Presales, Inside Sales, Sales Ops / Support, Marketing
• the processes in place to monitor and drive i.e. forecasts, global account planning and customer satisfaction.

The ouput of the Salesmetry Scorecard is made of 1700 data points, quantitaive and qualitative, summarized into 12 self-explicit diagrams.

This exercise typically runs over one one full day. Within 48 to 72 hours, the findings are ready to be shared and highlight what can be improved to rapidily impact the revenue and forecasting accuracy. Priorities can be easily set and action plan defined: in-depth audit, organisational changes, definition of a more performing Sales Operating Model and associated steps, pipeline and forecast monitoring, implementation of new processes and/or tools, training, coaching etc…

Salesmetry can take a leading role in defining and carrying out the suggested recommandations.

Try the free version of the Salesmetry Scorecard here.