Strategic Selling Scorecards User Guide

Change Summary

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

1. Open an Opportunity record in your Dynamics Growth instance.

2. Go to the Snapshot tab and click the current Stage.

3. Click Next Stage.
   The Stage Review pop-up window appears.
   

4. In the Stage Review pop-up 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

1. Click the ellipsis icon (...) next to the Opportunity tabs.

2. Select Scorecard to view the Tasks by Stage or Category.
   

By Stage Sub-Tab

1. Under the By Stage sub-tab of the Opportunity record, click to expand a Stage and view Answers for Tasks in that Stage.

2. Specify/modify your answers, if required.

3. Add Notes for each answer to provide further information on it.

4. Hover your cursor over the information icon to view the entire description that is available in the Notes field.

5. Click Save.

You can also hover your cursor over any Task to display a Help Tip with additional information related to that Task.

NOTE

When you click Save, the stage color updates based on the assigned scores. For example, the Interest stage color changes from red to green, as shown in the example image. This color reflects the scores assigned to the answers provided for the tasks in that stage.

NOTE

The current stage of the opportunity appears at the top and is labelled Current Stage.

Stage Scoring and Color Mapping

For each task within a stage, predefined scores are assigned to four answer options: Completed, Not Started, In Progress, and N/A. The stage total score is calculated by averaging the scores of all answered tasks within that stage. This average score determines the stage color based on the predefined score ranges.

Score-to-color mapping:

• Blue: 0

• Red: Score > 0 and <= 1

• Yellow/Amber: Score > 1 and <= 5

• Green: Score > 5

For example, if the Total Score calculated for all task answers within a specific stage is 1.33, the stage is assigned the Amber color.

Overall score calculation

An Overall Score is also calculated for the opportunity by rolling up the average of the total scores across all associated stages.

The overall score is calculated as: ((Red answers * 1) + (Yellow answers * 5) + (Green answers * 9)) / Total Answered Questions.

By Category Sub-Tab

1. Go to the By Category sub-tab.

2. Click to expand a Category and view Answers for Tasks in that Category.

3. Specify/modify your Answers, if required.

4. Click Save.
   

   NOTE

   Categories are configurable and can be added based on business requirements, see Growth Suite (on Microsoft Dynamics) - Strategic Selling Scorecards Configuration Guide.

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.

1. Click the Print Preview button on any tab.
   Click the Print button to print its contents.
   

Scorecard Email Notification

The Scorecard email notification is triggered whenever the Scorecard score is modified within an opportunity. The notification mechanism ensures that the stakeholders are informed of any Scorecard score-related updates throughout the opportunity cycle.

1. Open an Opportunity record in your Dynamics Growth instance.

2. Click the ellipsis icon (...) and select Scorecard.

3. Update the required answer and click Save.An email notification is sent to the opportunity owner whenever the Scorecard score is modified and saved.

   The following is an example of the notification email sent to the opportunity owner.