Overview
TechnoMile’s Strategic Selling Scorecard for Opportunity enforces and tracks the completion of your most important capture activities. This feature reminds your Capture Managers of actions that need to be taken based on the Stage an Opportunity is in, helps them visualize the progress of the overall Opportunity capture process with green, red, yellow, and blue status indicators, and automates the creation of tasks after the completion of certain Stages.
This document is a step-by-step guide on how you can use the Strategic Selling Scorecard feature in your organization.
Audience
Growth Suite Users
Prerequisites
Ensure that TechnoMile Growth Suite is already installed and configured. The version of this package must be 2024.2 or higher.
Tasks on Opportunity Stage Change
Open an Opportunity record in your Dynamics Growth instance.
Go to the Snapshot tab and select a different stage for the Stage field.
Click Save.
You can also edit the Stage of an Opportunity by clicking the current Stage and then clicking Next Stage.
In the Stage Review popup window, select Answers to Tasks configured for that Stage, and click Save.
NOTE
You can add further information for a Task in the Notes section as shown in the image below.
Tasks are capture activities that are expected to be completed within a certain Opportunity Stage and can have Answers such as Not Started, In Progress, Completed, or Not Applicable.
You can directly move the state of a Task to Completed from the Not Started state.
Scorecard Tab and Sub-Tabs
Click the ellipsis (...) next to the Opportunity tabs.
Select Scorecard to view the Tasks by Stage or Category.
By Stage Sub-Tab
Under the By Stage sub-tab of the Opportunity record, click to expand a Stage and view Answers for Tasks in that Stage.
Specify/modify your Answers, if required.
Add Notes for each Answer to provide further information on it.
Hover your cursor over the information icon to view the entire description that is available in the Notes field.
Click Save.
You can also hover your cursor over any Task to display a Help Tip with additional information related to that Task.
NOTE
Clicking Save triggers a change in the Interest stage color from red to green, as shown in the example image below. This change reflects the Scores assigned to the Answers you provided for the Tasks within this Stage.
For each task within a Stage, the administrator assigns a score to each of the three Answer options: Completed, Not Started, or In Progress (scores cannot be assigned to N/A). The Stage's total score is then calculated by averaging the scores for all answered Tasks within the Stage. This average score determines the Stage's color, which changes to match the predefined color scheme based on score ranges.
Example: If scores 1 and 4 are assigned to colors red and yellow respectively, and if the Total Score of all the Answers received for Tasks in a particular Stage is calculated to be 1.33, the color amber gets assigned to that Stage.
Similarly an Overall Score, also highlighted in the image below, is calculated for an Opportunity based on the rolled-up average of the Total Scores of each Stage associated with it.
By Category Sub-Tab
Go to the By Category sub-tab.
Click to expand a Category and view Answers for Tasks in that Category.
Specify/modify your Answers, if required.
Click Save.
Overdue Items Sub-Tab
On the Overdue Items sub-tab, you can view a list of auto-generated Items or Tasks that are currently overdue (i.e. past their Due Date).
NOTE
Items can be overdue only if their Answers are Not Started, In Progress, or Not Applicable.
Print Preview
You can view a preview of the data from any tab.
Click the Print Preview button on any tab.
Click the Print button to print its contents.
