I’ve seen it play out in even the strongest companies – qualified leads and opportunities stall and deals die in the database because scoring has been overlooked or ignored.

Someone set up the scoring rubric 2 years ago with the best intentions and a fresh SOP, then was either reassigned to another department or is no longer with the company. The scoring engine clicks away in darkness; the points start to feel arbitrary until the score decreases due to scheduled decay or lack of perceived engagement.

The temporary bump of adrenaline that’s experienced when a threshold is reached is palpable – a new number for the dashboard to justify your campaigns, hit the goal, and possibly earn a bonus. After the congratulatory pizza boxes get stacked and a few days or weeks pass, the meter starts to run in reverse and panic sets in.

Let’s work together to avoid the tense Monday morning meetings and eventual hot seat. Let’s schedule a complimentary 30-minute meeting to review your scoring; there’s no judgment – only collaborative ideas and ways forward.