070 Creating an Effective Opportunity Scoring System with Ben Kelton from Celling Biosciences, Thermi and SpineSmith
Ben Kelton is the vice president and head of sales & business development at Celling Biosciences, Thermi, and SpineSmith. He helps businesses of all sizes formulate strategies that drive profitable bottom-line results. With over a decade of experience delivering multimillion-dollar annual revenue gains in diverse sectors, Ben is well-equipped to help businesses build repeatable processes that predictably and exponentially max out revenue.
In today's episode, we discuss the foundation of an effective sales scoring system – what it is, why it's important, and how you can develop a practical scoring framework as part of your overall sales efforts.
What You'll Learn:
- How to build healthy, sustainable and profitable businesses
- The four quadrants of a successful business
- How to eliminate friction from your salespeople's lives
- Why people are the most important aspect of a business
- Warning signs of a sick funnel
- Factors that determine the likelihood of a deal closing
- Why every sales activity and opportunity should be scored
- How to develop a scoring system for your team
- Smart ways to learn from failure
Sales leaders need to develop ways to rank their salespeople based on performance. An active scoring system gives clarity to both leaders and reps on how they should prioritise their time, identify the top performers, and the deals that are more likely to close.
Links and Resources:
Quotes
- "One of the challenges businesses face is knowing how to measure quality. Most businesses only measure quantity, and that's how they fail.” - Ben Kelton
