Modern Sales Prospecting Scorecard. What are your chances of exceeding quota? tellwise

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1 Modern Sales Prospecting Scorecard What are your chances of exceeding quota? A Self-Evaluation for Sellers to Drive Smarter Prospecting Efforts for Themselves and Their Teams tellwise

2 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. Modern Sales Prospecting Scorecard 02

3 Systems 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. How important are the following to your lead gen strategy? Low Medium High 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 Modern Sales Prospecting Scorecard 03

4 Introduction People to Scorecard How confident are you in the methods your sales reps use to reach out to their The systems you have in place are vital to your selling success. Before your sales prospects? It s easy to get sidetracked if your sales reps are constantly being sent reps can effectively reach out to prospects, you need a strong system in place to voic or don t receive timely replies. But, it also shouldn t be an excuse. that is consistent throughout the sales organization as well as the sales process. Reaching out to prospects in multiple, different forms can increase your chances If each sales rep is following his or her own system, your reps will struggle at of connecting with your prospects. Especially, if you re reaching out to them in moving prospects through the pipeline. their preferred way. How important are the following sales efforts when reaching out? Low Medium High Cold calling your prospects ing 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 Modern Sales Prospecting Scorecard 04

5 Introduction Metrics to Scorecard Pulling 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 Medium High Percent of quota achieved Conversion rate from SQL to Opportunity Number of s sent Number of calls made Number of MQLs received daily Conversion of MQLs to SQLs Win rate Number of days to close Modern Sales Prospecting Scorecard 05

6 Introduction Content to Scorecard The Marketing systems and you sales have alignment in place are is more vital important to your selling than success. ever. If your Before sales your reps sales reps want can to stay effectively top-of-mind reach and out to relevant prospects, in today s you need buyer-centric a strong system world, they in place need that the right is consistent content to throughout entice their the prospects. sales organization Focusing as on well content as the may sales seem process. a tedious If each sales marketing rep is following task, but it his can or be her an own effective system, way your to develop reps will relationships struggle with moving your prospects. through the pipeline. How important are the following marketing tactics to your team s prospecting strategy? Low Medium High 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 Modern Sales Prospecting Scorecard 06

7 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 us at and About Tellwise For More Information 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 , instant messaging, collaboration, social media-like features, and analytics into a 1 (425) Lake Bellevue Dr, Suite 213 Bellevue, WA single environment. For more information, visit or contact for a free trial. Modern Sales Prospecting Scorecard 07

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