Hot deal scorecard

Hot deal in 10 questions. Score it before it goes into commit.

Ten questions grouped in the playbook's four tests: pain, decision-maker, date, and momentum. Each answer is worth 0, 1, or 2 points. The total, from 0 to 20, places the deal in a band and tells you how to treat it in the forecast.

15 to 20 HOT 8 to 14 WARM 0 to 7 COLD
Score a deal It's free, and your answers stay in this browser.
40 to 60%

of deals stall in no decision, according to Matthew Dixon and Ted McKenna, authors of The JOLT Effect (2022). A client who replies fast and praises the proposal can fail all four tests.

The scorecard

Score one deal

Fill in the client, then pick the answer that matches what the client has done so far. Each answer shows how many points it is worth.

Identification

0It didn't happen.
1It happened in part, or without proof.
2It happened, and the client confirmed it.

When torn between two answers, pick the lower one: the scorecard exists to take inflated deals out of commit.

Summary

Your saved scorecards

Each saved scorecard becomes a row, with the score and band from the moment it was saved. Open one to review or update it, or download its PDF.

Hot

0

Warm

0

Cold

0

Total

0
ClientAEDateScoreBandWeakest blockSaved onActions

They live in this browser's storage: clearing the browser data erases them. Download the PDF or export the CSV to keep a copy.

MOIC Playbook 02 · Reliable sales forecast

Want us to run the diagnosis on your CRM?

The scorecard is one of the two tools in the playbook kit. The other, the Forecast Health Check spreadsheet, takes your open pipe and 12 months of history and returns probability by stage, the three forecast numbers, accuracy, bias, and the pipe needed to hit the target.

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