Instructions

The Sales Probability Calculator is a Sales Tool designed to assist professionals in the selling of services and products. It is based upon
research into factors that influence successful selling.

The Probability Assessment Tab requires that you rate (7) attributes that are major influencing factors in a successful sale
beyond product/service capability. These are:

Type of Buy
Need
Benefit
Perception of Our Firms Capability
Highest Level of Customer Influence
Competition
Customer Strategic Goal /Solution Alignment

Competition and Highest Level of Customer Influence attributes have sub attributes used to adjust these respective ratings.

For each attribute use the dropdowns in the attribute column to set ratings. The Sale Probability row provides the final
score and assessment rating.

The Buying Center Heat Map Tab provides a way to visualize the buyer /decision maker influences and sentiments. This assists
sales professionals in prioritizing people in the purchaing organinzation to contact in selling a solution.

Further versions will include advise recommendations

Brian K Seitz
Intellectual Arbitrage Group
Brian K Seitz (c) 2007
(360)832-2025
briankseitz@earthlink.net
Account Name
Key Contract
Assessment Date

Attribute Rating Score Probability Rating

Type of Buy Modified Re-Buy 6
Need Verified & Felt 10
Benefit Not Verifiable, Expected & Not Felt 0
Perception of Our Firms Capability Known & Negative 0
Highest Level of Customer InfluenceInfluencer 3
Committee Member Yes 0
Rattifier Yes 2
User Yes 0
Customer Influence Subtotal 5
Competition 4 or Fewer Bidders 5
Prospect Local No -2
Competition Subtotal 3
Customer Strategic Goal /Solution Alignment
Strong Alignment 10
SALES PROBABILITY 34 Moderate Probability
Group 1 Group 2 Group 3 Group 4 Group 5 Level Name Function Primary Buyer Role
Disposition
I.T. Decision Appover Strongly Positive 3
Name Name Name Name Name 1 HR Decision-Maker Moderately Positive 2
Engineering Engineering Engineering Engineering Engineering Finance Influencer Weakly Positive 1
User User User User User Engineering Gate-Keeper Neutral 0
Neutral Neutral Neutral Neutral Neutral Manufacturing User Weakly Negative -1
Marketing Stakeholder Moderately Negative -2
Name Daryl Thompson Todd James Phillip Campbell Kim Johson 2 Sales Strongly Negative -3
Engineering Sales Executive Management Manufacturing Sales Executive Management
User Influencer Decision Appover User Gate-Keeper Other
Neutral Weakly Negative Neutral Strongly Negative Weakly Negative

Name Sandra Mellon Jim Morery Sam Farr Name 3

Engineering Marketing Engineering Engineering Engineering
User Influencer Decision-Maker Influencer User
Neutral Weakly Positive Weakly Positive Moderately Positive Neutral

Name Tanya Smith Selma Blake Larry Jones Name 4

Engineering Marketing Engineering Engineering Engineering
User Gate-Keeper Influencer Gate-Keeper User
Neutral Strongly Positive Weakly Positive Weakly Negative Neutral

Name Name Name Name Name 5

Engineering Engineering Engineering Engineering Engineering
User User User User User
Neutral Neutral Neutral Neutral Neutral
Lead Name Mail/Magazine Response
Email Response
Tradeshow Response
Phone Response Webinar Attendence
ProfilePrevious Purchase
Self-Identified Need
Declared Budget Response Ranking Mail/Magazine ResponseEmail ResponseTradeshow Response
Phone ResponseWebinar AttendenceProfile Previous PurchaseSelf-Identified NeedDeclared Budget Score Rating Score Rating
JS Sebastian Please Call None None None None Yes Yes Yes Yes No Thank You -1 5 0 0 0 0 1 1 1 1 9 Warm Prospect 0 Dead Lead
None None None None None No No No No No None 0 0 0 0 0 0 0 0 0 0 0 Dead Lead 1 Cold Lead
None None None None None No No No No Yes Information 1 0 0 0 0 0 0 0 0 0 0 Dead Lead 2 Warm Lead
None None None None None No No No No Please Call 5 0 0 0 0 0 0 0 0 0 0 Dead Lead 3 Hot Lead
None None None None None No No No No Purchase Instructions 10 0 0 0 0 0 0 0 0 0 0 Dead Lead 7 Warm Prospect
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead 10 Hot Prospect
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead
None None None None None No No No No 0 0 0 0 0 0 0 0 0 0 Dead Lead