SCOTSMAN® Sales Qualification
Transforming Sales from a Problem to a Process
SCOTSMAN® Journey to Sales Excellence
SCOTSMAN® Journey to Sales Excellence
Introducing SCOTSMAN®
SCOTSMAN® is the most powerful planning tool available to sellers, transforming traditional sales qualification into a structured, evidence-based process while maintaining the flexibility needed for complex sales situations.
Selling is a process. When it's not a process, it becomes a problem.
While many believe they understand SCOTSMAN®, few utilise its full potential as a comprehensive sales planning and qualification methodology.
The difference between hoping to win and knowing how to win, or lose quickly
Stop wasting time on deals you can't win.
Start winning the deals you can't afford to lose.
Introducing SCOTSMAN®
SCOTSMAN® is the most powerful planning tool available to sellers, transforming traditional sales qualification into a structured, evidence-based process while maintaining the flexibility needed for complex sales situations.
Selling is a process. When it's not a process, it becomes a problem.
While many believe they understand SCOTSMAN®, few utilise its full potential as a comprehensive sales planning and qualification methodology.
The difference between hoping to win and knowing how to win, or lose quickly
Stop wasting time on deals you can't win.
Start winning the deals you can't afford to lose.
The Sales Time Dilemma
The Biggest Waste in Sales
At the end of a year's trading, you achieve a specific sales level. But what prevents you from doubling that level?
The constraint most salespeople identify is time—"There is just not enough of it."
Potential timewasters:
Travel?
Administration?
Internal Meetings?
The Harsh Proposal Reality
Scenario:
You submit 10 proposals to prospects.
Typical Win Rate:
proposals succeed.
Time Spent Losing
of selling hours
Fundamental Truth: The biggest waste of your time is the sale you lose!
The Sales Time Dilemma
The Biggest Waste in Sales
At the end of a year's trading, you achieve a specific sales level. But what prevents you from doubling that level?
The constraint most salespeople identify is time—"There is just not enough of it."
Potential timewasters:
Travel?
Administration?
Internal Meetings?
The Harsh Proposal Reality
Scenario:
You submit 10 proposals to prospects.
Typical Win Rate:
proposals succeed.
Time Spent Losing
of selling hours
Fundamental Truth: The biggest waste of your time is the sale you lose!
Foundation & Philosophy
Beyond Simple Checklists: Transform Your Sales Approach.
SCOTSMAN® is a sophisticated sales qualification methodology that goes beyond simple checklists. Key foundational principles include:
- Many believe they know SCOTSMAN®, but not all use it to its full potential
- The methodology acknowledges that complex sales always have inherent problems and unknowns
- It's designed to be a pessimistic approach - actively looking for potential problems rather than just positive indicators
The Three-Way Process:
SCOTSMAN® is not a simple yes/no decision tool. It's a sophisticated three-way process:
1. If everything is fine and there are no problems then, of course, you bid. It's obvious.
2. If there are too many problems or they are too big then you don't bid. It's equally clear.
3. In any sale there are always problems. SCOTSMAN® tells us clearly what work is need to address issues or gaps in knowledge.
Success is measured by customer commitments.
Foundation & Philosophy
Beyond Simple Checklists: Transform Your Sales Approach.
SCOTSMAN® is a sophisticated sales qualification methodology that goes beyond simple checklists. Key foundational principles include:
- Many believe they know SCOTSMAN®, but not all use it to its full potential
- The methodology acknowledges that complex sales always have inherent problems and unknowns
- It's designed to be a pessimistic approach - actively looking for potential problems rather than just positive indicators
The Three-Way Process:
SCOTSMAN® is not a simple yes/no decision tool. It's a sophisticated three-way process:
1. If everything is fine and there are no problems then, of course, you bid. It's obvious.
2. If there are too many problems or they are too big then you don't bid. It's equally clear.
3. In any sale there are always problems. SCOTSMAN® tells us clearly what work is need to address issues or gaps in knowledge.
Success is measured by customer commitments.
What sets SCOTSMAN® apart:
It's not just another checklist
It's a comprehensive planning and time management tool that identifies missing data and potential showstoppers that will kill the deal if not addressed.
The framework's value is in how you use it, guiding what meetings to have and what work must be done to win.
Power as a Planning Tool:
- SCOTSMAN® is the most powerful planning tool available to sellers
- It structures unstructured situations in complex sales
- Helps manage politics and secure commitments from influential people
- Reduces ambiguity around decision-making
- Crystallises the work needed to secure a win
What sets SCOTSMAN® apart:
It's not just another checklist
It's a comprehensive planning and time management tool that identifies missing data and potential showstoppers that will kill the deal if not addressed.
The framework's value is in how you use it, guiding what meetings to have and what work must be done to win.
Power as a Planning Tool:
- SCOTSMAN® is the most powerful planning tool available to sellers
- It structures unstructured situations in complex sales
- Helps manage politics and secure commitments from influential people
- Reduces ambiguity around decision-making
- Crystallises the work needed to secure a win
The Discipline of Sales Qualification
Qualification: A Strategic Approach
When you find a potential sale:
- Do NOT rush to submit a bid
- Take a cool, hard look at the situation
- Ask: 'Is this a winnable situation?'
Critical Investment Considerations
Will this opportunity consume 2-3 months of your life?
Is it a good investment of your time and effort?
Key Insight: If it's not worth pursuing, drop it like a hot brick.
The Discipline of Sales Qualification
Qualification: A Strategic Approach
When you find a potential sale:
- Do NOT rush to submit a bid
- Take a cool, hard look at the situation
- Ask: 'Is this a winnable situation?'
Critical Investment Considerations
Will this opportunity consume 2-3 months of your life?
Is it a good investment of your time and effort?
Key Insight: If it's not worth pursuing, drop it like a hot brick.
Purpose of Qualification
Two fundamental reasons for losing a sale:
- You were outsold
- You should not have been bidding in the first place
Qualification Essence
- Will they act?
- Will they act with me?
- Will they act now?
Purpose of Qualification
Two fundamental reasons for losing a sale:
- You were outsold
- You should not have been bidding in the first place
Qualification Essence
- Will they act?
- Will they act with me?
- Will they act now?
The SCOTSMAN® Framework
Eight Critical Dimensions of Sales Success
The methodology evaluates opportunities across eight critical criteria
Solution
Do I have a good solution to their problem?
Competition
Is there a bias?
A preferred supplier?
Originality
Do I have anything unique that they need?
Timescales
Is the timescale achievable for us?
Size
Does it demand too much effort for its size?
Money
Is there a realistic budget?’
Authority
Are we talking to decision-makers?
Need
Is there a need and a justification for the project?
SCOTSMAN® is a registered trademark of Advanced Selling Skills Academy Ltd
Each criterion must be realistically tested to make a true assessment of winning chances.
The SCOTSMAN® Framework
Eight Critical Dimensions of Sales Success
The methodology evaluates opportunities across eight critical criteria
Solution
Competition
Originality
Timescales
Size
Money
Authority
Need
SCOTSMAN® is a registered trademark of Advanced Selling Skills Academy Ltd
Each criterion must be realistically tested to make a true assessment of winning chances.
Implementation Strategy
Turn Theory into Winning Practice
- Regular testing of sale "temperature"
- Continuous monitoring of customer commitments
- Documentation of all identified obstacles
- Development of action plans for each issue
- Focus on physical actions taken by the customer
- Documentation of concrete evidence
- Regular validation of progress
- Assessment of commitment quality
5 Reasons Why Your Sales Team Should Use SCOTSMAN®
It redefines robust qualification, producing accurate metrics that score the sale, so sellers avoid wasting time on deals they will lose.
SCOTSMAN® provides a forensic understanding of the quality of each opportunity for improved forecasting accuracy.
It is a powerful sales planning tool, reducing ambiguity around decision-making, identifying the work needed to win the sale, or lose quickly.
It provides a templated time management tool, driving behavioural change, replicating what the best sellers do instinctively.
It adds quality measures to reporting, offering an additional set of KPIs to inspect, enabling leaders to support and coach.
A real game changer that gives you confidence to better qualify and focus your pipeline
John Dye, Servest
Customer stories Learn More
Transform Your Sales Performance Today
The journey from good to great starts with a single step:
Join the leaders who are already transforming their complex sales performance with SCOTSMAN®. Because in today's competitive landscape, being first past the winning post—or first out of the race—makes all the difference.
We're more than a platform. We're your partner in excellence, committed to helping you win faster, smarter, and more profitably. With SCOTSMAN®, you're not just managing sales—you're mastering them.
