Do you prioritize your sales opportunities?
First of all, every single sales opportunity needs to meet your minimum lead requirements. However, there are of course still different classifications within opportunities in terms of potential and sales opportunities. This is where scoring models come into play, a KPI for sales that helps you assign a standardized value to your sales opportunities, for example, a value from 1 to 5, as shown in our example. Such a score is used to further prioritize your opportunities in order to make the best use of your sales resources. It ensures that particularly profitable sales opportunities are handled promptly but also with high priority. Modern scoring models can assign the appropriate values based on the most important, underlying influencing factors completely or partially automatically. In practice, this process is still sometimes carried out manually.
Performance Indicators
Adequate opportunity scoring enables you to achieve your sales targets even in highly competitive markets so this metric should be monitored regularly.
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