This post is the 5th in a series of 5 posts
highlighting best practice tools to measure winnable
This client success scorer was also developed for a high-ticket, consultative sale and spans both the sales cycle and the ongoing account management relationship. It tracks the strength of the relationship with the client and the results delivered. The purpose with this tool was not to qualify or disqualify accounts but to realistically measure how well we were doing at the account and how to make retention and expansion more likely.
The ‘relationship strength’ section is somewhat similar to the fit / winnability tools discussed above with its tracking of initiative priority, contact level, budget size and competitive environment. Additionally, it tracks how the client awards additional business, from an RFP process (weakest relationship) to a verbal ‘give me a bid so we can move forward (strongest relationship).’Read More