Productivity Tools for Your Sales Force.

SMART WAY® SERVICES
The SMART Way® Scorecard

What’s the biggest drag on sales-force productivity today? Chasing the wrong prospects.

How to avoid the problem? Build a SMART Way® Scorecard.

Sales resources are scarce and expensive. Invest them in opportunities that are most likely to give you the returns you want – profitable deals, customers with the potential for repeat business, clients who can make lots of referrals.

The SMART Way® Scorecard is an account-selection matrix that is unique to your company. Sales people use it to determine if an opportunity is worth a lot, or just a little, of their time and energy.

A SMART Way Scorecard analyzes your best customers from three perspectives:

• The Value-Exchange Characteristics:
  • What makes your company attractive to your best customers? What is your competitive distinction – your Value-Added?
  
  
  • What are the big strategic issues that drive your best customers? What is the value that they seek in attempting to reach their business objectives?
  
  
  • How does your Value-Added connect to their “Value-Sought”?
• The Hard Facts and Specifics:
  • What factual information is characteristic of your best customers?
  
  
  • What information can be discovered from the public record?
  
  
  • What must be gained from a conversation with your prospect?
• The Danger Signs:
  • What behaviors, factors or actions suggest that the opportunity might be less desirable?