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Scenario for Using and Administering Assessments

This scenario provides an example of a process performed by the administrator and the end users in a sales situation. Your company may follow a different process according to its business requirements.

A sales organization has adopted a new sales methodology in order to improve the effectiveness of its salespeople. The business analyst has provided the administrator with a detailed document describing the sales method.

Because the salespeople have too many opportunities to deal with at once, they need to prioritize their opportunities. To help them to this, the business analyst has created a standardized assessment document that he recommends all salespeople use to rank their opportunities. The outline of assessment document looks like this:

Assessing a Lead at the Qualification Stage

> Attribute 1: Adaptability to New Technology, weight = 5

Attribute 2: Number of potential users, weight = 7

 0 to 50, score = 0, Too small

 51 to 100, score = 1, Route to telesales

 101 to 500, score = 2, Route to middle market

 more than 500, score = 6, Pursue aggressively

Attribute 3: Sponsor's stance, weight = 10

 Adversarial, score = -5, Strongly against us

 Weak, score = 0, Neutral or slight favor another vendor

 Moderate, score = 5, Willing to recommend our product

 Strong, score = 10, Believes we are the best choice

> Attribute 4: Lead's purchase profile and history, weight = 5

The administrator uses the information in this document to create an assessment template associated with the qualification stage. When a salesperson reaches the qualification stage of the deal, the Assessments view for that opportunity is automatically populated with the questions that need to be answered in order to assess and prioritize the opportunity.

Applications Administration Guide