Funnel ScoreCard v5-2 Online Help September 2014

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1 Funnel ScoreCard v5-2 Online Help September 2014

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3 Table of Contents 1. Welcome to Miller Heiman's Funnel ScoreCard... 1 What is Funnel ScoreCard?... 1 How It Works Funnel ScoreCard at a Glance Completing a Funnel ScoreCard Modifying a Funnel ScoreCard Printing a Funnel ScoreCard Sales and Support Contacts Sales Support Index iii

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5 Welcome to Miller Heiman's Funnel ScoreCard What is Funnel ScoreCard? Funnel ScoreCard provides sales organizations a method to quickly and systematically identify the best opportunities to pursue. This program offers the framework to make fact-based decisions around resource allocation and time management. Funnel ScoreCard allows your company to: Recognize where to allocate limited resources for the greatest return. Assess available information about the sales opportunity. Identify critical next steps to progress through the sales cycle. Facilitate win/loss reviews that improve future sales actions. Improve forecast accuracy. How It Works Your organization defines a set of Business questions and a set of Opportunity questions and weights each question with a score value. The possible score for each set is 50, with both sets combining for a possible Total Score value of 100. A Yes response to a question adds the question's weight value to the score. No and Unknown responses do not receive a value. Your organization may have different Funnel ScoreCards based on what type of Opportunity you are pursuing. If your organization is also using Blue Sheets, the Funnel ScoreCard scores may be configured to display in your Blue Sheet. Additionally, the Funnel ScoreCard can be integrated with the Miller Heiman's Sales Process Funnel tool, a solution for managing the sales pipeline. An administrator within your organization populates your Funnel ScoreCard data using the SAM Admin Tool. Please see your Miller Heiman Sales Consultant if you require assistance with populating your Funnel ScoreCard data. Copyright Miller Heiman, Inc All Rights Reserved 1

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7 Funnel ScoreCard at a Glance Copyright Miller Heiman, Inc All Rights Reserved 3

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9 Completing a Funnel ScoreCard When you first open a Funnel ScoreCard for an opportunity, all toggle buttons are set to Unknown and all scores are set to zero. A Yes response to a question adds the question's weight value to the score. No and Unknown responses do not receive a value. To complete a Funnel ScoreCard : 1. Read a question. 2. To see more information on a particular question, hover the mouse over the question to display tip text as in the following example. NOTE: Tip text only appears if your System Administrator has entered criteria definitions for your organization. 3. Click the corresponding toggle button until it displays your desired response to the question. The toggle cycles through,, and. 4. Continue answering questions as desired. 5. When you have finished answering the questions, click Save. The Date of Scoring field displays today's date. You can print the Funnel ScoreCard or exit. NOTE: If your organization is also using Blue Sheets, the Funnel ScoreCard scores may be configured to display in your Blue Sheet. Copyright Miller Heiman, Inc All Rights Reserved 5

10 Funnel ScoreCard v5-2 Online Help August,

11 Modifying a Funnel ScoreCard As you pursue an opportunity, you may find Yes or No answers to previously Unknown responses to Funnel ScoreCard questions. Alternatively, you may want to reverse Yes or No responses. You can edit a Funnel ScoreCard as desired. If your organization's Funnel ScoreCard tool is integrated with Blue Sheets and/or the Sales Process Funnel tool, any modified scores are immediately accessible in those tools. To modify a Funnel ScoreCard: 1. Open the applicable Funnel ScoreCard. 2. Click the corresponding toggle button until it displays your desired response to a question. The toggle cycles through,, and. 3. Continue modifying question answers as desired. 4. When you have finished answering the questions, click Save or Save and/or Close. Copyright Miller Heiman, Inc All Rights Reserved 7

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13 Printing a Funnel ScoreCard You can print the Funnel ScoreCard to a PDF file. You can then print a hardcopy or e- mail the file as desired. To Print a Funnel ScoreCard : 1. Click the Printer button. A message box appears and indicates that your print file is being generated. Depending on your Web browser, you may be prompted to open or save the file. If you are not prompted, the PDF file is usually saved to your Web browser's download location. 2. Locate the file and open it in Adobe Acrobat. The file will look similar to the following: Copyright Miller Heiman, Inc All Rights Reserved 9

14 Funnel ScoreCard v5-2 Online Help August,

15 Sales and Support Contacts Sales For more information about Funnel ScoreCard or the variety of other products and services that Miller Heiman offers, please see the Miller Heiman Web site. Alternatively, send an with your query to Support Contact your System Administrator for any problems or issues you experience using Funnel ScoreCard. Copyright Miller Heiman, Inc All Rights Reserved 11

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17 Index 13

18 A Adobe Acrobat... 9 B Blue Sheets... 1, 5, 7 Business... 1 C Close... 7 Completing... 5 Funnel ScoreCard... 5 D Date... 5 Scoring... 5 E Edit... 7 Funnel ScoreCard... 7 F Funnel ScoreCard... 1, 3, 5, 7, 9, 11 Completing... 5 edit... 7 Modifying... 7 Printing... 9 Funnel ScoreCards... 1 M Miller Heiman Miller Heiman Web site see Miller Heiman's Funnel ScoreCard... 1 Welcome... 1 Miller Heiman's Sales Process Funnel tool... 1 Modifying... 7 O Funnel ScoreCard... 7 Opportunity... 1 set... 1 P PDF file... 9 Printer button... 9 Printing... 9 Funnel ScoreCard... 9 S Sales Sales Process Funnel tool... 7 Save... 5, 7 Scoring... 5 Date... 5 Set... 1, 5 Opportunity... 1 Unknown... 5 Support Contacts System Administrator T Total Score... 1 U Unknown...1, 5, 7 set... 5 W Web... 9 Welcome... 1 Miller Heiman's Funnel ScoreCard