070 Creating an Effective Opportunity Scoring System with Ben Kelton from Celling Biosciences, Thermi and SpineSmith
Ben Kelton is the vice president and head of sales & business development at Celling Biosciences, Thermi, and SpineSmith. He helps businesses of all sizes formulate strategies that drive profitable bottom-line results. With over a decade of experience delivering multimillion-dollar annual revenue gains in diverse sectors, Ben is well-equipped to help businesses build repeatable processes that predictably and exponentially max out revenue.
In today's episode, we discuss the foundation of an effective sales scoring system – what it is, why it's important, and how you can develop a practical scoring framework as part of your overall sales efforts.
What You'll Learn:
Sales leaders need to develop ways to rank their salespeople based on performance. An active scoring system gives clarity to both leaders and reps on how they should prioritise their time, identify the top performers, and the deals that are more likely to close.
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