Deal Scoring: What Is It About?

We are often asked a few questions about deal scoring, sales forecasting, sales training, and sales coaching.  So we decided to document them and share them. Is deal scoring used for forecasting and coaching? Or just forecasting? It’s all of the above. Senior Execs/Board want it more for forecasting and forecasting accuracy. This then means VPs/Dir/Mgr/ICs would be wise to embrace.   I am not sure how people could expect a forecasting tool to be used properly if it was not used to actually help reps become better at different parts of the sales motion.   Do you base your scoring …