Maintain ScoreCard® Criteria

You define the Funnel ScoreCard® questions and set the applicable score values in the Maintain ScoreCard® Criteria page. You can maintain criteria sets for multiple ScoreCards if you have set up a Blue Sheet Type field.

To maintain ScoreCard® Criteria:

  1. At the Sales Access Manager Admin Tool Main Menu, click Reference Data Maintenance and then click Funnel or Scorecard Reference Data. The Funnel and Scorecard Reference Data menu appears.

  2. Click the Maintain ScoreCard® Criteria link. The Maintain Funnel ScoreCard® Criteria menu appears. This menu lists the sets available for update. If you do not have the Blue Sheet Type field set up, you will see one set named Default. If you do have the Blue Sheet Type field set up, you will see a list of Sheet Types as in the following example:


 

  1. Click the desired Sheet Type (for example, Default). The <Sheet Type name> Funnel ScoreCard® Criteria page appears.

This page defaults to 10 Business Criteria and 10 Opportunity Criteria items with default scores of 1 the first time you access this page.

The following are explanations of the fields on this page:

Option

Description

Business Total

The combined value of all of the Business Criteria scores. This field updates dynamically whenever you change the Score value for a criteria item.

Opportunity Total

The combined value of all of the Opportunity Criteria scores. This field updates dynamically whenever you change the Score value for a criteria item.

ScoreCard® Total

Business Total plus Opportunity Total. The ScoreCard® Total must equal 100 in order to save the criteria. This field displays green when it equals 100. If it is less than or greater than 100, this field displays red. This field updates dynamically whenever you change the Score value for a criteria item.

ID

The identifier for the Business or Opportunity Criteria item. Business Criteria IDs are B1, B2, and so on. Opportunity Criteria IDs are O1, O2, and so on.  

Business Criteria

The text to be displayed for the Business Criteria item in the Funnel ScoreCard®.

Business Criteria selection list

The number of items for the Business Criteria section of the Funnel ScoreCard®. You can choose from 0 - 20 items. When you choose a number, this page displays the applicable number of text entry boxes.

Score

The numeric value for the associated Business or Opportunity Criteria.

Criteria Definitions

Optional text to provide meaningful descriptions of criteria items. When a CRM user hovers the mouse over a question in the Funnel ScoreCard®, this text appears as tip text.

Opportunity Criteria

The text to be displayed for the Opportunity Criteria item in the Funnel ScoreCard®.

Opportunity Criteria selection list

The number of items for the Opportunity Criteria section of the Funnel ScoreCard®. You can choose from 0 - 20 items. When you choose a number, this page displays the applicable number of text entry boxes.

  1. Click the down arrow in the Business Criteria selection list and select a number. The page displays the selected number of text entry boxes in the Business Criteria section.

  2. Click in the first text entry box under Business Criteria, type the desired criteria text, press Tab, type the desired value in the Score field, press Tab, and type any desired text in the Criteria Definition field.

  3. Repeat step 4 for all Business Criteria items.

  4. Click the down arrow in the Opportunity Criteria selection list and select a number. The page displays the selected number of text entry boxes in the Opportunity Criteria section.

  5. Click in the first text entry box under Opportunity Criteria, type the desired criteria text, press Tab, type the desired value in the Score field, press Tab, and type any desired text in the Criteria Definition field.

  6. Repeat step 7 for all Opportunity Criteria items.

  7. Ensure that the ScoreCard® Total equals 100. If it does not, make adjustments to Scores as needed.

  8. When you have completed entering the data, click Save. The message, "ScoreCard® Criteria have been updated" appears.

  9. Open a test opportunity for the desired Sheet Type, launch a Funnel ScoreCard®, and verify that the criteria items appear as desired.


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