modern sales prospecting scorecard - tellwise · 2019-02-20 · a quick introduction it’s easy to...

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.

Modern Sales Prospecting Scorecard | www.tellwise.com | 02

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


Low Medium High

Introduction to Scorecard


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


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


Medium High

Introduction to Scorecard


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


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 [email protected]

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 [email protected] for a free trial.

About Tellwise

[email protected]

1 (425) 409-9302

www.tellwise.com

For More Information

9 Lake Bellevue Dr, Suite 213

Bellevue, WA 98005


modern sales prospecting scorecard - tellwise · 2019-02-20 · a quick introduction it’s easy to...

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