Sales Opportunity Assessment Tool
Use this “Sales Opportunity Assessment Tool” to evaluate each sales opportunity to determine if it is a “Win-Win,” “Winnable” or “Worth winning.” Why use this tool? The underlying purpose is to help better allocate your resources to sales opportunities that fall into the aforementioned quadrants, rather than spending time, money and other resources on opportunities that will not convert or take too long to convert to a sale. The questions in Section 1 are answered from the customer/prospects perspective. They address each of the BANT criteria and the competitive advantage you have relative to other companies competing for this same business. The questions in Section 2 address the value of the opportunity from your company’s perspective. There are a total of ten questions, five in each section.
Each question is scored from a “– 5” to a “ 5.” As you change the score to each question, the ball will move from quadrant to quadrant. You would like all opportunities to be ranked in the “Win” quadrant, but some won’t be and using this tool will help you exclude these losers from your selling effort, allowing you to devote more of your resources to opportunities that are “Winnable” and “Worth Winning.” For the purpose of this tool, each of these factors is weighted equally.