Funnel ScoreCard® Overview

Welcome to Miller Heiman GroupTM's Funnel ScoreCard®

What is Funnel ScoreCard®?

Funnel ScoreCard® provides sales organizations a method to quickly and systematically identify the best opportunities to pursue.

This program offers the framework to make fact-based decisions around resource allocation and time management.

Funnel ScoreCard® allows your company to:

  • Recognize where to allocate limited resources for the greatest return.
  • Assess available information about the sales opportunity.
  • Identify critical next steps to progress through the sales cycle.
  • Facilitate win/loss reviews that improve future sales actions.
  • Improve forecast accuracy.
     


How It Works

Your organization defines a set of Business questions and a set of Opportunity questions and weights each question with a score value.

The possible score for each set is 50, with both sets combining for a possible Total Score value of 100.

A Yes response to a question adds the question's weight value to the score. No and Unknown responses do not receive a value.

Your organization may have different Funnel ScoreCards® based on what type of Opportunity you are pursuing.

If your organization is also using Blue Sheets, the Funnel ScoreCard® scores may be configured to display in your Blue Sheet.

Additionally, the Funnel ScoreCard® can be integrated with MIller Heiman GroupTM's Sales Process Funnel tool, a solution for managing the sales pipeline.

When you first open a Funnel ScoreCard® for an opportunity, all toggle buttons are set to Unknown and all scores are set to zero. A Yes response to a question adds the question's weight value to the score. No and Unknown responses do not receive a value.

Fig. 74, Funnel Scorecard Overview


See Toolbar Navigation for information on the icons in the toolbar.

These are the sections of the Funnel Scorecard®:

1. Details - Displays a summary of the basic opportunity information from your CRM.

2. Complete After Decision Made - Shows the date of the Company's Buying Decision and the SSO Status.  The calendar tool is used to enter or change the date.

3. Business Criteria - Shows the Business Criteria to be marked as Yes, No or Unknown.  Simply click on the word to toggle between the choices.

4. Opportunity Criteria - Shows the Opportunity Criteria to be marked as Yes, No or Unknown.  Simply click on the word to toggle between the choices.

 

When using the Funnel ScoreCard® on your mobile device then the responsive view is displayed as:

Fig. 74a, Responsive ScoreCard


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