Strategic Selling Scorecards User Guide

Change Summary

TechnoMile’s Strategic Selling Scorecard for Growth 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 a Growth Opportunity is in, helps them visualize the progress of the overall Growth Opportunity capture process with green, red, amber, 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 Users

Prerequisites

• Ensure that Growth Suite - Sales Cloud or Platform Edition is already installed and configured. The version of this package must be 2025.1 or higher.

• This document pertains to the Platform Edition of TechnoMile's Growth Suite product and hence includes steps for Growth Opportunity as its primary object. However, you can follow the same steps for Opportunity, which is the primary object for the Sales Cloud Edition of TechnoMile's Growth Suite product.

Modifying Task Statuses

To change the Task statuses based on a Growth Opportunity stage change:

1. Go to Growth Opportunities using App Launcher.
   

2. Open a Growth Opportunity Record.
   Growth Opportunity record page opens.

3. Edit the Stage of a Growth Opportunity from the Stage Ribbon by selecting another Stage and clicking Mark as Current Stage.
   The Stage is successfully changed. You can also edit the Stage of a Growth Opportunity on the Opportunity Summary tab by selecting another Stage and clicking Save.
   Stage Review popup window opens.

4. Click to expand a particular Stage, assign Statuses to Tasks configured for that Stage, and click Save.
   Notes:

   • Tasks are activities defined within each Growth Opportunity Stage and are expected to be completed. Their Statuses can be: Completed, Not Started, In Progress, or N/A (Not Applicable).

   • Task Statuses are visually represented by color: green for 'Completed', red for 'Not Started', amber for 'In Progress', and blue for 'N/A'."

     The Task Statuses are successfully saved.

5. Click the Refresh button to view the newly created Task on the Activity tab.

6. Click to open a Task and view its details.
   
   Whenever the Status of a Scorecard Task is changed, a Salesforce Task is automatically created on the Activity tab.

   Note

   Automatic Salesforce Task creation is based on Administrator settings.  Contact your administrator to activate this option.
   You can also specify Statuses to Tasks of a Stage directly on a Growth Opportunity record page as shown in By Stage Sub-tab.

View Scorecard Tab and Sub-tabs

Go to the Scorecard tab to view all Statuses assigned to various Tasks using the following sub-tabs.

By Stage Sub-tab

1. On the BY STAGE sub-tab, click and expand a particular Stage to view Statuses of Tasks of that Stage.

2. You can also specify/modify the Statuses of Tasks, add DUE DATE and NOTES as required, and then click Save.
   

   NOTE

   • After clicking Save, the color pertaining to the Qualify stage changes based on the Scores associated with the  Statuses  of the Tasks in this Stage.

   • When a Task assigned to a user is saved, the user will be notified through a corresponding Salesforce Task created in the background and the same will reflect on the Activity tab as shown in step 6 of Modifying Task Statuses.

By Category Sub-tab

On the BY CATEGORY sub-tab, you can view category-wise Statuses of Tasks and also specify/modify the Statuses of Tasks, add DUE DATE and NOTES as required, and then click Save.

NOTE

The BY CATEGORY sub-tab functions similarly to the BY STAGE sub-tab.

Order of Display of Tasks

An Administrator can also edit the order in which the Tasks display under a particular Stage or Category.

Calculating the Score based on Task Statuses

Your Administrator assigns a Score to each of the three Status options (Completed, Not Started, or In Progress) for every Task within a Stage/Category. Scores cannot be assigned to the N/A Status. The Total Score for a Stage/Category is calculated by summing the Scores of all Tasks within that Stage/Category and then dividing that sum by the total number of Tasks. The Stage/Category's Status color then dynamically changes to reflect the color associated with the calculated Total Score.

Illustration:

If the Scores 1 and 4 are assigned to colors red and amber respectively, and if the Total Score of all the  Statuses  assigned to Tasks in a particular Stage/Category is calculated to be 1.33, the color amber is assigned to that Stage/Category.
Similarly, an Overall Score for a Growth Opportunity Stage/Category is calculated based on the rolled-up average of the Total Scores of each Stage/Category associated with it, as explained above and the Overall Score status color changes accordingly.

Print Preview

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

You can view a list of Winnability Items (auto-generated Tasks), which are currently overdue or past their Due Date in the OVERDUE WINNABLITY ITEMS tab.

Note

Winnability Items can be overdue only if their  Statuses  are Not Started, In Progress, or NA. You can also click the Mark as completed button to mark a Task as Completed.