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 Growth Suite - Sales Cloud Edition is installed and configured. The version of this package must be 2024.2 or higher.
Using Strategic Selling Scorecard
Assigning Statuses to Tasks upon Opportunity Stage Changes
Open App Launcher, enter text opportunities in the search bar, and click Opportunities in search results.
Click to open an Opportunity Record.
Opportunity record page opens.Edit the Stage of an Opportunity from the Stage Ribbon by selecting another Stage and clicking Mark as Current Stage.
Stage changed successfully message displays.
You can also edit the Stage of an Opportunity from the Stage field by selecting another Stage and clicking Save.
Stage Review popup window opens.Click to expand a particular Stage, assign Statuses to Tasks configured for that Stage, and click Save.
Note that Tasks are capture activities which are expected to be completed within a certain Opportunity Stage and can have Statuses such as Completed, Not Started, In Progress, or Not Applicable.
Based on the assigned Statuses, the colors pertaining to the Tasks change. For instance, the colors green, red, yellow, and blue represent the current status as Completed, Not Started, In Progress, or N/A, respectively.
Success! message displays.
Click the Refresh button to view the newly created Task on the Activity tab.
Click to open a Task where you can view all its details.
NOTE
Whenever the status of a Scorecard Task is changed, a Salesforce Task is automatically created under the Activity tab. Administrators can enable or disable this setting through the Salesforce Task option in the Strategic Selling Scorecard Admin panel for automatic Task generation.
You can also specify Statuses to Tasks of a Stage directly on an Opportunity record page as shown below.
View Scorecard tab & Sub-tabs
Go to the Scorecard tab to view all Statuses assigned to various Tasks using the following sub-tabs.
By Stage Sub-tab
Here, you can view assigned Statuses to Tasks that are sorted by Stage by clicking and expanding a particular Stage. Note that on this sub-tab, you can also specify/modify your assigned Statuses to Tasks, if required and click Save.
By Category Sub-tab
Here, you can view assigned Statuses to Tasks that are sorted by Category by clicking and expanding a particular Category. Note that on this sub-tab, you can also specify/modify your assigned Statuses or Tasks, if required and click Save. You can even add Notes for each Status to provide further information on it.
Based on Status and Category when an Assigned User creates a Task and saves it, then on clicking the Task, the user will be able to see the Task which is created in the background.
Note that post clicking Save for example, the color pertaining to Proposal Management Category changes from red to green as highlighted in the image below, based on the Scores associated with the Statuses assigned to the Tasks in this Category.
Also, note that it is your Administrator who assigns a Score to each of the three Status options (Completed, Not Started, or In Progress) available for every Task in a Category (Note that Administrators CANNOT assign a Score to N/A). The Total Score for a Category is calculated by adding together all the Scores for individual Statuses assigned to each Task in a Category and then dividing its sum with the total number of Tasks. Based on this calculation, the color pertaining to a particular Category changes to match the color assigned to the recently calculated Total Score.
EXAMPLE: If the Scores 1 and 4 are assigned to colors - red and yellow respectively, and if the Total Score of all the Statuses assigned to Tasks in a particular Category is calculated to be 1.33, then the color - yellow is assigned to that Category.
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 Category associated with it, as explained above.
Here, an administrator can also edit the order in which the Tasks display under a particular Stage or Category.
Print Preview
You can click the Print Preview button on any tab to view a preview of its data and then click the Print button to print the same.
Overdue Winnability Items Sub-tab
Here, you can view a list of Winnability Items .i.e. Tasks that have been auto-generated, which are currently overdue or past their Due Date.
Note that Winnability Items can be overdue only if their Statuses are Not Started, In Progress, or Not Applicable. You can also click the Mark as completed button to mark a Task as Completed.
