Opportunity Management

   

Sales reps can waste a lot time chasing deals which really aren’t good opportunities at all. Deals may be too small. They may not be strategically important. Or they may be impossible to close.

The Sales Management Group has developed a scoring system that enables sales reps to prioritize their opportunities. We help them identify the high-value accounts they should be calling on. That, in turn, tells them where to focus their time and efforts

The Opportunity Management Scorecard analyzes three areas:

  • Company – Is the target company a strategic fit for you?
  • Situation – Do you have the right relationships within the company?
  • Deal – Is the potential deal attractive and is the prospect ready to do the deal?

By applying a score to each of these elements, your reps can determine whether an opportunity is worth pursuing.

To learn more, download Lead Generation and Management.

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