- January 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written a lot about scorecards in the past 12 months while Kurlan & Associates created scorecards for more than a dozen companies in December alone. Companies that are using our scorecards are reporting significantly higher win rates, better use of resources, and much less time spent chasing deals and accounts that they simply can’t win. Until now, I have talked only about sales process scorecards used to further qualify opportunities and predict the chances of winning the business.
There are additional uses for scorecards:
- Marketing – to score a lead.
- Recruiting – to score a candidate.
- Account/Territory management – to score accounts so that you can objectively determine the accounts on which your salespeope and/or account managers should be spending most of their time.
In the table below, you can see a generic Kurlan scorecard for time/territory management as well as account management. You can modify the weighting for the 9 criteria based on how important each one is to you and your business. Just make sure that the totals equal 100.
After you have prioritized each category and assigned points, score each account in the territory. Salespeople and/or account managers should invest their time in direct proportion to the scores for each account. You can hire an additional salesperson to work on the accounts that aren’t as important, but still need to be touched on a regular basis in order for growth to occur while at the same time assuring retention.
What other criteria can you include in your account/territory management scorecard?
- % of products or SKUs
- Years a customer
- Referral source
- Quality of the Relationship with the Account Manager
- Distance to Travel
- % of Their Total Business
Here are some of the other articles I’ve written on scorecards as a part of the sales process.