Scenario for Using and Administering Assessments

This topic gives one example of how assessments might be used. You might use assessments differently, depending on your business model.

A sales organization has adopted a new sales methodology 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 prioritize their opportunities. To help them prioritize, 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 as follows:

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 answers to assess and prioritize the opportunity.