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ClosePlan Deal Scorecards create a common language across your team with deal qualification scorecards that adapt to any sales methodology. Sales can now qualify opportunities in a simple and intuitive way.
Deal Scorecards provide give sales leadership leaders quick visibility into opportunity health to align , so that conversations and forecasts are aligned, and surprises are eliminated.
- Supports any qualification method - MEDDIC, BANT, Triangle Selling, Value Prime, etc.
- Multiple Deal Scorecards can be deployed for different business lines, sales regions, and industries
- Collaborative team scoring
- Fully customize the weight of any scoring question.
- Quickly identify your blind spots with timeline and radar chart views.
Accessing Your Scorecard
You can access your Scorecard in three different ways, based on your configuration. See the general accessibility description here.
Note: A ClosePlan must be created in order to see the Scorecard. If you have not created a ClosePlan, follow our description here.
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Layout & Navigation
The following describes the relevant components and related navigation. Detailed descriptions of functions are described below.
Unanswered Layout:
Answered Layout:
- Score Summary Bar - Indicates the score as defined in the Scorecard Template.
- View Dashboard - Brings you to the Dashboard when clicked.
- Toggle Full-Screen mode - Shows the page in full screen when clicked.
- Collapse / Expand All - Collapses or expands all categories.
- Toggle notes edit mode mode - will expand Expands notes section to add/edit or delete notes directly from the layout.
- Unanswered Unanswered - Indicates the question is not answered. To answer the question click on the question name.
- Selected Answer - selected Selected answer for opportunity field question. This answer propagate selected data from the opportunity. - DEP - clarify this
- Category Header - Indicates the category section that contains related questions.Name of individual section
- Added Action - Indicates added action/s for the question which are not done yetneeding completion.
- Notes - Indicates if there is added note in that a note has been added to the question.
- Selected Yes/No Question with Multi-Select answers - Indicates selected Yes answer with answers and related score. The Color of the score is set in template.
- Selected Answer Question with Single-Select answer - indicates Indicates selected answer for the question with the related score.
Note: if If only selected answer is showed in the layout and you can not see another answers, its because of setting in ClosePlan Admin environment for Scorecard section. - DEP - Is this necessary?
Working with Questions
The Scorecard consists of individual questions that may contain additional information. These are presented in Question Mode.
There are different types of questions that have a predefined score based on the selected answer.
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The Question Mode window is used to answer the question questions and contains the following sections:
- Answer - Used to answer the textquestions, provide predefined answers or score.
- Notes - Used to write for taking notes.
- Help - Displays help. (Help tips are created in the template)
- Actions - Adds tasks or views created tasksdisplays tasks that have been created by Users.
- Chatter - Enables user Users to write a post related to the question and allows for feedback.
- Used to add task - an action.
Question Types
Every scorecard is based on a defined template, consisting of various question types. The following question types are available:
- Text Answers
- Scoring
- Selected Answers
- Single Select
- Multi-Select
- Yes-No with Text AnswerYes-NoNo
- Yes-No with Text Answer
- Yes-No with Select Answers
- Single Select
- Multi-Select
- Opportunity Field
- Opportunity field Field with Text Answer
Each Question Type provides a different behavior as described below:
Text Answer
Text Answer Questions are used when only a text answer is required. Answers are posted as plain text. Text Answer Questions are scored with a predefined score value if the answer is provided. If no answer is provided the value is 0 points.
- Click on the Question name to open the question mode window.
- Enter your answer in the text box area and Save.
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- Click on the Question name.
- Change number based scoring by using the up/down buttonsarrows.
- Click Save
Selected Answers
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Yes-No with Text Answer
Yes-No with Text Answer allows for a Yes answer with a plain text comment. If Yes is selected, the predefined score will be added to the overall score, otherwise the value will be zero.
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- Click on Question name
- Click directly on the Yes or No button
- For Yes, you can add an additional text answer.
- If you want to reset the question as unanswered, use the X button between Yes and No.
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- Click on the Question Name
- Click directly on the Yes or No button
- For Yes, select the preferred answers from the list in the Answers panel and Save.
- If you want to reset the question as unanswered, use the X button between Yes and No.
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Opportunity field question allows Users to select answer/ answers from predefined fields whose are propagated from the Opportunity. DEP - Clarify
- Click on the Question name
- Select the answer from the field/fields and Save
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Opportunity field question with free Text Answer allows Users to select answer/ answers from predefined fields whose are propagated from the Opportunity with possibility to and optionally add free text. - DEP - Clarify
- Click on Question name
- Select the answer from the field/fields > write your free text information , enter a text answer and Save
Taking Notes
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Help for Questions
Access Help content for Help topics and further information provided by your company settings. If there is not no Help tab, help text was not provided or is enablenot enabled.
- Click on the Question name and go to the Help tab. - DEP - Is this graphic correct?
Scorecard Actions (Tasks)
Every Scorecard question may have its own Salesforce Tasks (actions) which need to be completed. which can be required, or which can be created by Users. DEP - Make sure this is correct.
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Creating a Task
- Click on the Question name
- Click
button - Fill in the appropriate fields in the Task detail side panel and click Save.
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Viewing / Editing / Deleting Tasks
- Find a list of any Open actions Open tasks are displayed directly in the question body of Questions.
- Or view Users can view all 'question tasks' by clicking on the Question name.
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- To complete the task, mark the check box or go to the edit mode and change the status.
- completed Completed task will move to the Action list
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The Chatter tab enables you to write a post related to the question with the possibility to answer. If the chatter tab is not available, it is disable disabled in ClosePlan Admin settings.
- To access Chatter, click on the Question name, go the Chatter tab, add your comment, and Post.
- To edit the post, click on the Edit icon next to the post, write your changes and Save.
- To delete the post click on the Delete icon.
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Scorecard Dashboard
The Scorecard Dashboard provides an overview of the overall Deal Scorecard score. There are 4 sections to the dashboard.
- Scoring Propensity - Provides an a radar overview of category scores.
- Trending By Category - Provides a historical view of your category scoring over time.
- Overall Trending - Provides a historical view of your score over time.
- Activity By User - Provides an overview of scoring activity by individual usersUsers.
Accessing Dashboard
- Click the Dashboard button to open the dashboard.
- Click the Back button to close the dashboard.
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