Using the Scoreboard

Understanding the SalesPitch Scoreboard is crucial in organizing and navigating your sales lead information. PensionPro organizes your sales leads into four basic scoreboards. These are the Proposal Status, Revenue Pipeline, Influencers, and Prospects scoreboards. This article reviews the data stored within each scoreboard and how they are used.

Add-On Availability: SalesPitch

Proposal Status Scoreboard

Requires Security Rights: Access SalesPitch

The Proposal Status Scoreboard displays the columns that contain information for any Proposals for which a closed date has not been entered on the Proposal screen. This scoreboard is accessed from the Dashboards menu > Scoreboard > Proposal Status. In addition to the general information about Proposals, the Proposal Status Scoreboard shows specific information regarding each individual proposal such as: the user, all active opportunities, the current stage of the sales process, who is responsible for closing the opportunity and how long it has been since contact was made. The following is a list of columns shown on the Proposal Status Scoreboard.

Opportunity: The name of the Opportunity; clicking on the hyperlink will open the Opportunity in a new tab.
Proposal: The name of the Proposal. Double click the record to open the Proposal in a new tab.
Plan Type: Type of Plan for this Proposal.
Investment Provider: The name of the Investment Provider being presented for this Proposal.
Main Contact: The main contact associated with this Proposal. Clicking the hyperlink will open the Contact in a new tab.
Assets: The value of the Plan's assets.
Proposal Date: The date of the Proposal.
Date of Last Interaction: The date of the most recent Interaction stored in PensionPro for this Proposal. Clicking the hyperlink will open the Interaction in a new tab.
Probability of Closing: This percentage helps visualize the probability of closing the proposal.
Status: The current status of the Proposal.
Reason Won/Lost: The reason for an accepted or rejected Proposal for analysis purposes.
Assigned To: The Employee assigned to this Proposal.
Annual Flow: The amount of contributions made to the Plan on an annual basis.
Participant Count: Number of participants in the Plan being proposed.
Referred by: The Contact that referred the Proposal.
Sales Territory: The sales territory this Proposal is assigned to.

Revenue Pipeline Scoreboard

Requires Security Rights: Access SalesPitch

The Revenue Pipeline Scoreboard displays the following columns of information for any Proposals that do not yet have a Closed Date. While the general status and demographic information are shown on the Proposal Status Scoreboard, the Revenue Pipeline Scoreboard directs the user's focus to the revenue associated with a Proposal or group of Proposals. Both recurring and non-recurring revenue is displayed.

Opportunity: The name of the Opportunity; clicking on the hyperlink will open the Opportunity in a new tab.
Proposal: The name of the Proposal. Double click the record to open the Proposal in a new tab.
Non-Recurring Asset Based Revenue: For example, a conversion fee paid by a vendor or a one-time commission.
Non-Recurring Fee Revenue: For example, a takeover fee or document charge.
Recurring Asset Based Revenue: For example, compensation paid by a vendor or fund company on an ongoing basis.
Recurring Fee Revenue: For example, annual administration fees.
Total Non-Recurring Revenue: This amount will be calculated from the entries made above.
Total Recurring Revenue: This amount will be calculated from the entries made above.
Probability of Closing: This percentage helps visualize the probability of closing the proposal.
Status: The current status of the Proposal.
Reason Won\Lost: The reason for an accepted or rejected Proposal for analysis purposes.
Assigned To: The Employee assigned to this Proposal.
Sales Territory: The sales territory this Proposal is assigned to.

Prospects List Scoreboard

Requires Security Rights: Access SalesPitch

The Prospects List Scoreboard displays information about those individuals or companies that represent potential sales opportunities. Prospects are typically individuals or companies that the firm would like to do business with, but have yet to form a relationship. For example, if Accountant A sends the firm business, but is only 1 of 10 accountants in a firm, the other 9 accountants could be Prospects.

Name: The Name of a Contact or Company that is a Prospect.
Sales Referral Source: The location in the sales process where the Prospect was referred to the firm.
Category: A firm-defined categorization for the Prospect.
Last Interaction: The date of the most recent Interaction stored in PensionPro for this Prospect. Clicking the hyperlink will open the Interaction in a new tab.
Assigned To: The Employee assigned to this Prospect.
Location: The internal firm Location the Prospect is assigned to.
Sales Territory: The sales territory this Prospect is assigned to.

Frequently Asked Questions

What happened to the Influencers Scoreboard that was available on the PensionPro desktop application?
The Influences Scoreboard has transitioned into a Report in PensionPro 2.0. To access it, navigate to Reporting > SalesPitch > Influencers.
How do I remove employees that were terminated from the Prospects Assigned to dropdown menu on the Proposal Status?
Users should first confirm if the Proposals should be reassigned to another Employee. Next, make sure the terminated Employee no longer has the Access SalesPitch Security Right.