Bringing Science to the Art of Selling
Plan to Win or Lose Quickly
SCOTSMAN® is a powerful planning and time management tool designed for winning complex deals. It provides new KPIs and accurate metrics to score the sale against eight areas.
SCOTSMAN® is a well-established sales qualification method. It pulls the whole process of qualification into a simple framework to ensure time is not wasted on unwinnable deals.
Do I have a good solution to their problem?
Is there a bias?
A preferred supplier?
Do I have anything unique that they need?
Is the timescale achievable for us?
Does it demand too much effort for its size?
Is there a realistic budget?’
Are we talking to decision-makers?
Is there a need and a justification for the project?
SCOTSMAN® Redefines Robust Qualification
The SCOTSMAN® methodology continually tests the sale against eight areas and turns sales qualification on its head, by moving it from a simple Yes/No to a 3-way process.
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.
Add Quality Measures to Reporting
SCOTSMAN® provides managers with additional sets of KPIs they can inspect throughout the stages of sale.
It adds quality measures to existing reporting and instils a common behaviour among sellers.
By having a forensic understanding of opportunities, SCOTSMAN® allows managers to better support and coach their sellers.
Embed SCOTSMAN® into your CRM
SCOTSMAN® and Commitment Selling is the best and most relevant approach for our Solutions Team
Improve Sales Analytics that Accurately Gauge Customer Intent
Planning sales based on metrics that track physical actions undertaken by the customer,
helps sellers move away from making assumptions about whether the opportunity is making progress.
Will the customer buy at all?
When will they buy?
Will they buy from our business?
The SCOTSMAN® qualification framework tells you if the customer is serious about buying a solution now.
But the deal will be won by your business, by gaining and accumulating commitments from the customer.
The greater understanding of each deal in the pipeline this provides, means more accurate probability
metrics can be deployed and sales forecasting becomes more scientific.
Achieve the Greatest Outcomes from your Sales Team
SCOTSMAN® qualification identiﬁes the areas of concern in the sale, informing sellers about the commitments needed from the customer to move forward.
This makes the combination of the SCOTSMAN® sales methodology and the process of driving out customer commitments crucial concepts to maximise sales resources.
Progressive sales operations leaders track customer actions – specific to their buyers’ journeys – to gain visibility into deal progress, enable advanced analytics, and provide their sales managers with better insight to help sellers close deals