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Discovery Stage


Criteria
Criteria
Estimated start date noted
Estimated start date on schedule
Product noted
No activities logged
No tasks logged
Email sent
Voicemail sent/Call initiated
Call is positive
Tasks done
Tasks in progress
Computation/Requirements Sent
Lead reply less than 3 months ago
guHRoo needs to reply/initiate outbound
There are no rows in this table
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Scoring System


This is the scoring system to identify whether the lead is legitimately existing under Discovery column or not.

Indicators in Leads Table:

#1 means lead is legitimate
#2 means lead is illegitimate
The legitimacy number is based on 12 variable conditions. These conditions are not categories that occur independently in the pipeline in Discovery stage. Their existence depends on the level of activities that Nick logged.
These conditions will determine the score of the lead. The error in this system can be found in one area and that is on the conditions.
The question that the condition seeks to find is “what are the activities and markers that a lead is a legitimate candidate for Discovery”. So these conditions were derived from the common things that Ron found in the pipeline that exists in majority of the deals under Discovery stage.
This scoring system is only applicable to the Discovery stage because conditions differ from each stage.

Indicators in the Key Indicator Table:

ok
Green progress, yes. More green means more legitimate.
ok
2. Red progress, no. More red means less legitimate.
ok
3. Blank progress, neutral. Five blank progress means the lead is cold and has never been reached out.

Conclusion:

Based on my observation, it seems suggestive that the more activities there are, the more legitimate the lead is. So, this scoring system will identify three things:
The legitimacy of the lead
The level of activities that determined the legitimacy as an indicator whether the lead is worth pursuing after it is tagged as illegitimate.
The templates that should be used based on the result of their legitimacy test.
For item #2 above, if the lead is tagged as illegitimate by the score of 2 in the Leads Table. The next decision is to decide what should be done to this lead. Should it be deleted or should it be pursued with one last sequence?

Recommendations:

If the lead is legitimate, then we pursue it using an email template or spiel that assumes they are legitimate based on logged activities.
If the lead is illegitimate, we will count the number of red and green bars in the progress bar inside Key Indicators Table. If the green bar is 5/13, then we pursue it for last chance sequence. If the green bar is 3/12, conditional, if 2/102 automatic delete.
Create templates (if they aren’t existing) for legitimate leads, illegitimate leads to pick up the conversation and relationship and for leads that have never been reached out.

If this Scoring Test is proven to have helped us make more accurate decision in identifying the legitimacy of leads, we can scale this to other stages as well.
Leads
Shread America - PEO
KR progress
2
New Story Lending - Payroll Plus
KR progress
1
UDU Inc - PEO
KR progress
1
Read and Feed - PEO
KR progress
1
Harvest Hope Food Bank - Payroll Plus
KR progress
1
Pickens County Advocacy Center - PEO
KR progress
1
Brightfield - PEO
KR progress
1
SC Thrive - PEO
KR progress
0
⁠
Key Indicators
Objective
Key result
Owner
Progress
Legend
Remarks
Estimated start date noted
0
1
1= Yes , 2= No
Not legitimate
Estimated start date on schedule
0
1
1= Yes , 2= No, either not
Qualified for last chance sequence
Product noted
0
1
1= Yes , 2= No
Not cold
No activities logged
0
1
1= Yes , 2= No
​
No tasks logged
0
1= Yes , 2= No
​
Email sent
0
1
1= Yes , 2= No
​
Voicemail sent/Call initiated
0
2
1= Yes , 2= No
​
Call is positive
0
1= Yes , 2= No
​
Tasks done
0
2
1= Yes , 2= No
​
Tasks in progress
0
2
1= Yes , 2= No, task is overdue
​
Computation/Requirements Sent
0
2
1= Yes , 2= No
​
Lead reply less than 3 months ago
0
2
1= Yes , 2= No, no reply at all
​
guHRoo needs to reply/initiate outbound
0
2
1= Yes , 2= No, lead needs to reply
​
Estimated start date noted
0
1
1= Yes , 2= No
Legitimate
Estimated start date on schedule
0
1
1= Yes , 2= No, either not
Not cold
Product noted
0
1
1= Yes , 2= No
​
No activities logged
0
1= Yes , 2= No
​
No tasks logged
0
1= Yes , 2= No
​
Email sent
0
1
1= Yes , 2= No
​
Voicemail sent/call initated
0
2
1= Yes , 2= No
​
Call is positive
0
1= Yes , 2= No
​
Tasks done
0
2
1= Yes , 2= No
​
Tasks in progress
0
2
1= Yes , 2= No, task is overdue
​
Computation/Requirements Sent
0
1
1= Yes , 2= No
​
Lead reply less than 3 months ago
0
1
1= Yes , 2= No, no reply at all
​
guHRoo needs to reply/initiate outbound
0
1
1= Yes , 2= No, lead needs to reply
​
Estimated start date noted
0
1
1= Yes , 2= No
Legitimate
Estimated start date on schedule
0
1
1= Yes , 2= No, either not
Cold lead
Product noted
0
1
1= Yes , 2= No
​
No activities logged
0
1
1= Yes , 2= No
​
No tasks logged
0
1
1= Yes , 2= No
​
Email sent
0
2
1= Yes , 2= No
​
Voicemail sent/Call initiated
0
0
1= Yes , 2= No
​
Call is positive
0
1= Yes , 2= No
​
Tasks done
0
0
1= Yes , 2= No
​
Tasks in progress
0
0
1= Yes , 2= No, task is overdue
​
Computation/Requirements Sent
0
0
1= Yes , 2= No
​
Lead reply less than 3 months ago
0
0
1= Yes , 2= No, no reply at all
​
guHRoo needs to reply/initiate outbound
0
1
1= Yes , 2= No, lead needs to reply
​
Estimated start date noted
0
1
1= Yes , 2= No
Legitimate
Estimated start date on schedule
0
1
1= Yes , 2= No, either not
Cold
Product noted
0
1
1= Yes , 2= No
​
No activities logged
0
1
1= Yes , 2= No
​
No tasks logged
0
1
1= Yes , 2= No
​
Email sent
0
2
1= Yes , 2= No
​
Voicemail sent/Call initiated
0
0
1= Yes , 2= No
​
Call is positive
0
​
​
Tasks done
0
0
1= Yes , 2= No
​
Tasks in progress
0
0
1= Yes , 2= No, task is overdue
​
Computation/Requirements Sent
0
0
1= Yes , 2= No
​
Lead reply less than 3 months ago
0
0
1= Yes , 2= No, no reply at all
​
guHRoo needs to reply/initiate outbound
0
1
1= Yes , 2= No, lead needs to reply
​
Estimated start date noted
0
1
1= Yes , 2= No
Legitimate
Estimated start date on schedule
0
1
1= Yes , 2= No, either not
Not cold
Product noted
0
1
1= Yes , 2= No
​
No activities logged
0
0
1= Yes , 2= No
​
No tasks logged
0
0
1= Yes , 2= No
​
Email sent
0
0
1= Yes , 2= No
​
Voicemail sent/Call made
0
1
1= Yes , 2= No
​
Call is positive
0
1
​
​
Tasks done
0
2
1= Yes , 2= No
​
Tasks in progress
0
2
1= Yes , 2= No, task is overdue
​
Computation/Requirements Sent
0
2
1= Yes , 2= No
​
Lead reply less than 3 months ago
0
0
1= Yes , 2= No, no reply at all
​
guHRoo needs to reply/initiate outbound
0
1
1= Yes , 2= No, lead needs to reply
​
Estimated start date noted
0
1
1= Yes , 2= No
Legitimate
Estimated start date on schedule
0
1
1= Yes , 2= No, either not
Cold
Product noted
0
1
1= Yes , 2= No
​
No activities logged
0
1
1= Yes , 2= No
​
No tasks logged
0
1
1= Yes , 2= No
​
Email sent
0
2
1= Yes , 2= No
​
Voicemail sent/Call made
0
2
1= Yes , 2= No
​
Call is positive
0
0
​
​
Tasks done
0
0
1= Yes , 2= No
​
Tasks in progress
0
0
1= Yes , 2= No, task is overdue
​
Computation/Requirements Sent
0
0
1= Yes , 2= No
​
Lead reply less than 3 months ago
0
0
1= Yes , 2= No, no reply at all
​
guHRoo needs to reply/initiate outbound
0
1
1= Yes , 2= No, lead needs to reply
​
Estimated start date noted
0
1
1= Yes , 2= No
Not legitimate
Estimated start date on schedule
0
2
1= Yes , 2= No,
Qualified for last chance sequence
Product noted
0
1
1= Yes , 2= No
Not cold
No activities logged
0
1
1= Yes , 2= No
​
No tasks logged
0
1= Yes , 2= No
​
Email sent
0
1
1= Yes , 2= No
​
Voicemail sent/Call initiated
0
0
1= Yes , 2= No
​
Call is positive
0
1= Yes , 2= No
​
Tasks done
0
2
1= Yes , 2= No
​
Tasks in progress
0
2
1= Yes , 2= No, task is overdue
​
Computation/Requirements Sent
0
1
1= Yes , 2= No
​
Lead reply less than 3 months ago
0
0
1= Yes , 2= No, no reply at all
​
guHRoo needs to reply/initiate outbound
0
1
1= Yes , 2= No, lead needs to reply
​
Estimated start date noted
0
0
1= Yes , 2= No
Legitimate
Estimated start date on schedule
0
0
1= Yes , 2= No, either not
Not cold
Product noted
0
0
1= Yes , 2= No
​
No activities logged
0
0
1= Yes , 2= No
​
No tasks logged
0
0
1= Yes , 2= No
​
Email sent
0
0
1= Yes , 2= No
​
Voicemail sent/Call made
0
0
1= Yes , 2= No
​
Call is positive
0
0
​
​
Tasks done
0
0
1= Yes , 2= No
​
Tasks in progress
0
0
1= Yes , 2= No, task is overdue
​
Computation/Requirements Sent
0
0
1= Yes , 2= No
​
Lead reply less than 3 months ago
0
0
1= Yes , 2= No, no reply at all
​
guHRoo needs to reply/initiate outbound
0
0
1= Yes , 2= No, lead needs to reply
​
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