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A mid-sized steel company had a lot of opportunities in the pipeline, but the deals were just not closing.

We identified fifteen critical attributes that would clearly predict whether deals would close and codified them in Salesforce as objective measures for the Salespeople to fill in.

We then created a scoring object that automatically generated an estimated deal closing score based on these attributes.  If the score was below a certain number, the Opportunity was rejected.

To make the module easy and quick for the Salesforce users to interact with, the fifteen questions could be answered via a checkbox or clicking a pop-up list.  The module could be completed on a mobile device in just minutes.

The Scoring Module inside the Opportunity ensured that only the most suitable opportunities were sent to the estimating department to create a bid and….questionable  (or low scoring)  opportunities did not consume the limited estimating resources.

In less than a year, the results were dramatic.  Closed Opportunities grew from $6 Million in Q1 of the previous year to over $23 Million in the current year…