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Completing Training Simulations using the Personal & Enterprise Scorecards

Guidance on how to complete your Sales Forecast Accuracy and Closing Deals Quicker Course Training Simulations

For an introduction to Nazca and our Sales Acceleration and Enablement Tools, take a look at these three Quick Reference Guides:

  1.  Quick Guide to Successful Virtual Selling

  2. An introduction to the Nazca Sales Acceleration and Enablement Platform

  3. Why run Nazca Onboarding as a Deal Review?

Your Training Course can be used with either the Members, Personal, or Enterprise Edition Scorecards, however, the Instructor provides guidance for each Simulation using the Members Edition.

This article outlines the additional functionality available with both the Personal and Enterprise Editions. Each article section is dedicated to a Module's providing guidance on how to complete the simulations.

Two types of simulation are used in your training course:

  1. A form-based simulation.
  2. A Scorecard-based simulation.
    In this article, we are focused on guiding you completing the scorecard-based simulations using either the Personal or Enterprise Edition scorecards.

    Additional functionality included with the Personal Edition Scorecard

    All Member Edition functionality is support in addition to the following new functions and tools:

    1. Timeline Technique Reporting - The Timeline Technique is the foundation for stepping into the Buyers' Journey, adapting your behaviour to their buying struggles, and preparation for using the Contact Insights and Buyers' Journey Tools. We discuss this further in the article, How do I step from my sales process into the buyers' journey?
    2. Contact Insights - Contact Insights is an ideal tool to share with your contacts to earn their trust and deliver value to competitively position yourself to become a trusted partner and preferred supplier. Contact Insights is also an ideal tool used with the Buyers' Journey Tool to strengthen your sales pipeline after the COVID-19 disruption and deliver a rapid audit service positioning yourself as a "sense maker" supporting buyer enablement.
    3. Buyers' Journey - The Buyers' Journey Tool boosts buyer’s confidence in their purchase decisions. It helps you to move from a source of information to become a “sense maker” helping buyers making sense of everything they’re learning irrespective of its source. The Buyers' Journey also guides to delivering proposals that compel buyers to act now. We discuss this further in the article, How should I manage a value-based sales engagement using the Nazca Platform?

    Additional functionality provided with the Enterprise Edition Scorecard

    All Personal Edition functionality is support in addition to the following new functions and tools:

    1. Sales Pipeline Messaging - The Enterprise Edition supports collaboration between users within a business account using the person-to-person scorecard messaging. The Business Administrator who is the sales manager can also review their team's scorecards in preparation, running and follow up managing deal reviews.
    2. Business Deal Reviews - Combined with the Scorecard-based Messaging, Business Deal Reviews supports managers prepare for and run their deal reviews. Used with the person-to-person scorecard messaging allows managers to support their team manage a good sales engagement to a Closed Win outcome. Filters used to support business deal reviews are explained in the article, How does the Scorecards Dashboard and filters work? Further information on managing deal reviews is provided in the article, How can I better manage my Teams' deal reviews?
    3. Embedded CRM App & Synchronisation - We integrate our Tools and the Nazca Platform within your Customer Relationship Management (CRM) systems, including Salesforce and other leading CRM platforms. Your Nazca Platform includes as standard the Jitterbit Harmony integration Platform as a Service (iPaaS) that has been named a Gartner Magic Quadrant Leader by Gartner the past five consecutive years. 

    Which conversation bricks do Contact Insights and the Buyers' Journey update?

    Use the table below for a quick reference guide which conversation bricks are updated by the Contact Insights and Buyers' Journey.

    1. Contact Insights - Competitively Positions you to become a "sense-maker" preparing you to step into the buyers' journey. The Contact Insights updates the yellow conversation bricks.
    2. Buyers' Journey - Steps you into the buyers' journey to develop a compelling proposal to act now. The Buyers' Journey updates the blue conversation bricks.

      The Contact Insight and Buyers' Journey update the following conversation bricks within the Nazca Platform.

      It is these conversations bricks and their scores that are used to challenge and strengthen the sales engagement as it flows through your sales pipeline to all being well, a successful Closed Won outcome.

      Scorecard1-4

      Module 1 - Introduction to your Training Space and Scorecard

      Module 1 focuses on addressing the following solution sales disciplines and skill:

      1. Getting familiarly with your My Training Space
      2. Influencing and Persuading
      3. Getting familiarly with your My Scorecards
      4. Taking control of your Habits
      5. Sales Pipelines, Deal Reviews and Sales Forecasting
      6. Why Sales is changing

      Scorecard-based simulations included in Module 1.

      1. Simulation 1 of 2: DEVELOPING YOUR HIGH-POTENTIAL OPPORTUNITIES - For this simulation, review your high-potential sales leads and create Scorecards for each one. Follow the instruction to complete this simulation.

      For a deeper understanding of how Nazca supports you strengthen your sales pipeline and better manage a value-based sales engagement, we recommend you read the following two articles.

        We are continually investing in improving your experience and benefits from using the Platform, and releasing new updates included with My Scorecards, My Training Space, and My Account. The user experience and the user interface is being continually updated. This training course was developed using an early Members Edition scorecard and My Training Space.

        Module 2 - Sales forecasting is all about Time

        Module 2 focuses on addressing the following solution sales disciplines and skill:

        1. Managing Logical and Insight challenges
        2. Managing your day
        3. Using the Timeline Technique
        4. Managing your sales leads’ timeline
        5. Using the Timeline to improve your deal reviews

        There are no scorecard simulations in this Module. We do, however, recommend you read the following article that introduces using the Timeline Technique Reporting Tool included with both the Personal and Enterprise Editions.

        Also, read the following article that introduces the Contact Insights and Buyers' Journey Tools also included with both the Personal and Enterprise Editions.

        Watch Video 1: Updating the Timeline Status and using the Timeline Reports. There is no simulation for updating your Timeline Status and using the Timeline Reports.

        We recommend you do this as part of Module 3 Simulation 5 of 8: REVIEW AND DEVELOP YOUR COMPANY SALES LEADS.

        Module 3 - Finding and developing high-potential sales leads

        Module 3 focuses on addressing the following solution sales disciplines and skill:

        1. Perceptions, reality and asking the right questions
        2. Managing high-potential opportunities
        3. The 40 / 60 Rule managing company and contacts sales lead qualification
        4. Company lead disqualification
        5. Contacts lead disqualification
        6. RFI / RFP lead disqualification
        7. Using Premortems to support a Go / No Go decision

        Scorecard-based simulations included in Module 3.

        1. Simulation 2 of 8: PUTTING YOUR QUESTIONING TECHNIQUES INTO ACTION - For this simulation, we will consider what questions to ask to better understand a conflict. If you are using either the Personal or Enterprise Edition, conversation bricks are updated using either the Contact Insights or Buyers' Journey, depending upon the conversation brick being updated.
          1. To update the Conflict conversation brick you need to create one or more Contact Insights.
          2. Watch Video 2: Updating conversation bricks using Contact Insights Tool.
        2. Simulation 5 of 8: REVIEW AND DEVELOP YOUR COMPANY SALES LEADS
           - For this simulation, you will update the Company Sales Lead. Follow the instruction to complete this simulation. We also recommend you watch Video 1: Updating the Timeline Status and using the Timeline Reports.
          1. There is no simulation for updating your Timeline Status and using the Timeline Reports. We recommend you update both during this simulated and keep reviewing them to ensure they remain both accurate and current.
        3. Simulation 6 of 8: REVIEW AND DEVELOP YOUR CONTACT SALES LEADS -

          Select the sales leads you have already entered. Follow the instruction to complete this simulation.

        4. Simulation 7 of 8: REVIEW AND DEVELOP YOUR RFI / RFP SALES LEADS -

          Select the sales leads you have already entered. Follow the instruction to complete this simulation.

          1. We recommend you check where your opportunity is along their timeline using the Timeline Reporting.

        5. Simulation 8 of 8: PREMORTEM – MAKE MISTAKES IN ADVANCE IN YOUR HEAD -

          Select your high-potential sales leads you have already entered. 

          1. Review your sale lead company, contacts, RFI/RFP facts. If you have the opportunity, run a premortem for each. If not, ask yourself these questions to complete the simulation.

          2. This is a good simulation to keep returning to and repeating as you develop your sales engagement through to a successful Closed Win outcome. 

        Module 4 - How you avoid losing high potential sales opportunities

        Module 4 focuses on addressing the following solution sales disciplines and skill:

        1. Managing an accurate sales forecast
        2. Managing a value-based sale
        3. Using the Throughline
        4. Qualification to focus on sales opportunities that value you and can pay you

        Scorecard-based simulations included in Module 4.

        1. Simulation 1 of 7: WHERE THERE IS SMOKE YOU WILL FIND FIRE - For this simulation confirm the Conflict and Obstacle for each sales lead.
          1. If you are using either the Personal or Enterprise Edition, the Conflict and Obstacle conversation bricks are updated using the Contact Insights.
          2. We recommend you first read the article, How should I manage a value-based sales-engagement using the Nazca Platform? Also, watch Video 2: Updating conversation bricks using Contact Insights.
        2. Simulation 2 of 7: ARE THOSE IN AUTHORITY SUPPORTING THIS PROJECT? -

          For this simulation confirm the Intention for each sales lead.

          1. If you are using either the Personal or Enterprise Edition, the Intent conversation bricks is updated using the Contact Insights.

        3. Simulation 4 of 7: WHAT IS THE SPECIFIC REASON FORCING THEM TO ACT? -

          For this simulation, confirm the Compelling Event and Situation Metrics forcing each sales lead to act now.

          1. If you are using either the Personal or Enterprise Edition, the Compelling Event and Situation Metrics conversation bricks is updated using the Contact Insights.

          2. Within each Contact Insight, you will need to enter the date each compelling event will occur along with an explanation of why this date is important.

        4. Simulation 5 of 7: DO YOU HAVE A COMPELLING BUSINESS CASE - For this simulation, you will review whether you have a strong enough business case.
          1. The value you gain from using either the Personal or Enterprise Edition Scorecards is how it guides from focusing on your inward-facing sales process to being outward-facing focused on the buyers' journey and their challenges.
          2. In their report, The Future of Sales, Transformational Strategies for B2B Sales Organizations. Gartner explains that the future of Chief Sales Officers is to become Leaders of selling, not sellers. They present four early actions that will better position CSOs to align sales models, channels and capabilities around customers. The second action is to position sales to facilitate complex buying decisions. Now it's even tougher to influence purchase decisions, sales need to focus on helping buying groups feel more confident in their own decisions.
          3. Using the Timeline Technique, Contact Insight, and Buyers' Journey will become prized tools allowing you to position yourselves as "sense makers" earning trust by giving buyers and those influencing the decision to buy more confidence in their decision to buy from you. These tools will transform how you develop and deliver proposals to win more deals.
        5. Simulation 6 of 7: USE YOUR THROUGHLINE & STRENGTHEN YOUR BUSINESS CASE - For this simulation, you will return to each of your sales leads and strengthen your business case.

          1. We recommend you watch Video 2 - Updating conversation bricks using the Contact Insights Tool.

          2. Also, if you have not already, read the article, How should I manage a value-based sales-engagement using the Nazca Platform?

        6. Simulation 7 of 7: CONFIRM YOU HAVE A VALUE / PAY SALES LEAD - For this simulation, you will return to each of your sales leads and confirm they have a budget.

          1. If you are using either the Personal or Enterprise Edition, the Budget conversation brick is updated using the Buyers' Journey Tool. No is the time you start developing your proposal or proposals.

        Module 5 - How you avoid your sales forecast slipping.

        Module 5 focuses on addressing the following solution sales disciplines and skill:

        1.Building relationships to serve

        2.Strengthening your Support to Serve Wall

        3.Handling objections

        Scorecard-based simulations included in Module 5.

        1. Simulation 1 of 8: DO YOU HAVE A PROSPECT OR AN OPPORTUNITY? -

          For this simulation review your high-potential sales leads and confirm whether they are a prospect, an opportunity, or archived.

          1. If you are using either the Personal or Enterprise Edition, the Situation conversation brick is updated using the Contact Insights.

          2. We recommend you return to the Timeline Reports to check where you are in their buyers' journey and their project timeline. This will enable you to adapt your sales engagement to their emotional engagement, and your behaviour to how they feel, the challenges and stresses they are currently facing.

        2. Simulation 2 of 8: DO YOU HAVE METRICS CONFIRMING THE CONFLICT & RISK? -

          For this simulation, review your high-potential sales leads and update the metrics.

          1. Once again check your Timeline Reports, and using the Contact Insights to update the Conflict, Risk and Situation conversation bricks. Each contact insight will guide you to first detail the situation followed by quantifying the situation providing metrics.

          2. Both your situation and metrics will be updated in the Situation conversation brick.

          3. To update the Budget conversation brick, use the Buyers' Journey and for each proposal, you decide to create, confirm the budget assigned to deal with this business need.

          4. Make sure you keep reviewing snd updating your Company, Contacts and RFI/RFP lead qualification.

        3. Simulation 3 of 8: DO YOU HAVE A CHAMPION, COACH OR CONTACT? -

          For this simulation, review your high-potential sales leads and update the Champion brick.

          1. Use the Buyers' Journey for each proposal.

          2. Make sure you review your Contacts qualification as only contacts you have confirmed are champions will be presented when confirming your Champions within each Buyers' Journey proposal.

        4. Simulation 4 of 8: DEVELOPING THE RIGHT CONTACT RELATIONSHIPS -

          For this simulation, review your high-potential sales leads and update the Contact Relationship Brick.

          1. You will have already completed this if you followed the guidance provided above for Simulation 3 of 8.

        5. Simulation 5 of 8: DO YOU UNDERSTAND YOUR SALES LEAD’S SELECTION PROCESS? - For this simulation, review your high-potential sales leads and update the Selection Brick.
          1. Use the Buyers' Journey. Repeat for each proposal you are developing. The Selection conversation brick will be updated with each proposal update.
        6. Simulation 6 of 8: IS EVERYONE AVAILABLE AND PREPARED TO SIGN? -

          For this simulation, review your high-potential sales leads and update the Compelling Event and Purchase Decision Bricks.

          1. To update the Compelling Event conversation brick, return to your Contact Insights for each opportunity you working on during this simulation.  Contact Insights adds the date field to your Compelling Event conversation brick. Providing a date is central to improving your forecast accuracy because this is the date your opportunity will realise the value you are promising if they award the deal to you. Along with the date, be concise documenting why this date is important. Completing both entries will update your Compelling Event conversation brick for the contact insights you are working on.

          2. To update the Purchase Decision conversation brick, return back to your Buyers' Journey and select each proposal documenting the purchase decision to be awarded the deal each proposal is addressing. Updating both conversation bricks will identify whom you need to connect with to develop a successful sales engagement for each proposal and achieve a Closed Won outcome.

        7. Simulation 7 of 8: BUDGET REQUIRED IS WITHIN CONTACTS’ AUTHORITY TO SIGN? - For this simulation, review your high-potential sales leads and update the Procurement Rules Brick.
          1. Review the budget value confirmed in the Budget conversation brick for each proposal you are developing using the Buyers' Journey.

          2. Confirm within the Procurement Rules conversation brick that the budget required is within signatories' limit and the contract will be signed, and PO issued when forecast.

        Module 6: Strengthening your Serve to close deals quicker

        Module 6 focuses on addressing the following solution sales disciplines and skill:

        1. Creating an environment of trust and fairness
        2. Delivering on your promise
        3. Are you strong enough to serve?

        Scorecard-based simulations included in Module 6.

        1. Simulation 1 of 8: THE POWER OF RECIPROCITY AND SEQUENCING -

          For this simulation, review your high-potential sales leads, update the Value Proposition brick.

          1. To update the Value Proposition conversation brick, return back to the Buyers' Journey and update each proposal. You are harnessing the Power of Reciprocation by considering what you will give first before asking for what you want and trying to drive closure. This is all about sequencing your sales engagement.

        2. Simulation 2 of 8: BUILD YOUR PROPOSED SOLUTION UPON FLUENCY -

          For this simulation, review your high-potential sales leads and update the Proposed Solution conversation brick.

          1. The simulation is asking you to review your sales opportunities flowing through your sales pipeline using the Throughline introduced in Module 4, and conversations included in your Can We Serve? Wall. If you are using the Personal or Enterprise Edition Scorecards, these conversations are updated using Contact Insights. Return to Module 4 if you need to refresh yourself on the Throughline technique. Next, review each of your Contact Insights paying particular attention to the conversation bricks in the Throughline that includes:
            1. The Inciting Incident (Situation)
            2. The Conflict
            3. The Obstacle
            4. The Intention
          2. Next, for each proposal you are developing using the Buyers' Journey, update the Proposed Solution conversation brick. The Buyers' Journey will update the conversation brick with each proposal's proposed solution.
        3. Simulation 3 of 8: DO YOU HAVE A MORE COMPELLING STORY AND SOLUTION? - For this simulation, review your high-potential sales leads and update the Competition brick.
          1. For each proposal in your Buyers' Journey review your proposed solution action plan. You need to be playing to your strengths and laying traps for your competition.

          2. Next, for each proposal, update your Competition Brick for each competitor detailing the competitive threat and how you will compete.

        4. Simulation 4 of 8: FOCUS ON A VALUE-BASED SALES NEGOTIATION -

          For this simulation, review your high-potential sales leads, update the Precedents brick.

          1. For each contact insight, you will have documented when that insight needs to be completed by and why that date is important.

            1. You can review the one or more contact insights compelling events and date it will occur reviewing the Compelling Event conversation brick. You can view this brick selecting the magnifying glass within one of the contact insights or directly from the scorecard dashboard selecting the compelling event brick followed by the pen icon.

            2. Having reviewed all contact insight dates and why these dates are important, check you are still in agreement with the Compelling Event Date for this sales engagement set within the conversation brick.

          2. Next, using the Buyers' Journey, for each proposal, enter one or more reference sites you will be able to offer that is comparable to their high priority needs. Remember, never offer a reference site upon request. Requesting a reference site could be habitual, irrational, fear-based, or is a fair request. Always ask why they are requesting a reference visit before offering up a reference site.

        5. Simulation 5 of 8: CONFIDENT YOU CAN DELIVER THE CRITICAL SUCCESS FACTORS - For this simulation, review your high-potential sales leads, update the Critical Success Factors brick. 
          1. You need to confirm the critical success factors for each contact insight. Make sure you know how success will be measured and whether you are confident you can deliver it. Each contact insight critical success factor will update the Critical Success Factor conversation brick.
        6. Simulation 6 of 8: RETURN TO MODULE 6, SIMULATION 1 -

          For this simulation, review your high-potential sales leads, update the Value Proposition brick.

          1. Using the Buyers' Journey for each of your proposals, you will have already updated your Value Proposition conversation brick. Having confirmed the critical success factors in the previous simulation, you are returning to each proposal and making sure your value proposition will deliver the critical success factors for each contact insight the proposal is addressing.
        7. Simulation 7 of 8: ONBOARDING AND YOUR MEMORANDUM OF UNDERSTANDING - For this simulation, review your high-potential sales leads, update the Onboarding brick.
          1. Update the Onboarding / Delivery conversation brick for each proposal using the Buyers' Journey, which will update the conversation brick.
        8. Simulation 8 of 8: RETURN TO MODULE 6, SIMULATION 2 - For this simulation review your high-potential sales leads, update the Proposed Solution brick.
          1. In simulation 2 you will have already outlined your proposed solution for each proposal using the Buyers' Journey. The objective of this simulation is to review your proposed solution and strengthen it describing how their world will become a better place using your proposed solution.
          2. Also, outline the benefits your solution will deliver and the Return on Investment / Benefits Case. Your edits for each proposal will update the Proposed Solution conversation brick.

        Module 7: Preparing your proposal to be awarded the sale

        Module 7 focuses on addressing the following solution sales disciplines and skill:

        1. Developing your story
        2. Preparing to deliver
        3. Building your proposal

        Scorecard-based simulations included in Module 7.

        1. Simulation 1 of 3: For this simulation review your high-potential sales leads wins - Using your Scorecard, you are going to create a library of compelling stories you can use (With Client Permission)
          1. Once you have been using the Nazca Platform for some time, you will have already built up the foundation for a library of compelling stories. The benefit of this simulation is to review your existing proposals using the Buyers' Journey and the contact insights each proposal addresses. 
          2. Select a proposal within the Proposal Preparation tab followed by the Create Proposal, which will create a proposal pdf document. Use this to review your proposal and check it is written grammatically in the second person. 
          3. Writing a proposal in the second person means changing your perspective and your message so it becomes more compelling. It is all about “What YOU (Sales Opportunity/Client) can do FOR, THROUGH, WITH, others…” …using your proposed solution.
        2. Simulation 3 of 3: COMPEL ACTION NOW BY STRENGTHENING YOUR PROPOSAL -

          For this simulation, you will strengthen your high-potential sales leads’ proposal.

          1. Once again you are using the Proposal Preparation to check each proposal is compelling action now. If not, you need to continue working on the proposal to achieve this outcome objective.

        Module 8: Strengthening your business health and sales revenue growth

        Module 8 focuses on addressing the following solution sales disciplines and skill:

        1. Making it easy for clients to solve their problems
        2. Better managing Quarterly Business Reviews (QBRs) and sales pipeline reviews
        3. Planning for your next-generation sales pipeline

         Scorecard-based simulations included in Module 8.

        1. Simulation 1 of 3: REDUCED YOUR SALES LEADS’ EFFORT INVESTMENT - For this simulation, review your high-potential sales leads. 
          1. For each of your high-value sales opportunities, select a proposal within the Proposal Preparation tab followed by the Create Proposal, which will create a proposal pdf document. Use this to ask yourself, “Is this a low effort offer?”
          2. For each proposal you consider needs further work, use the Buyers' Journey and Contact Insights to present a low effort offer to your customer that increases their return on investment and competitively positions you to be awarded the deal.
        2. Simulation 2 of 3: PERFORMING A POSTMORTEM (NOT A PREMORTEM) - Review a high-potential sales leads you have lost.
          1. Failure should never be celebrated unless you have learnt something of value from it. This is a powerful learning simulation because it allows you to review sales opportunities forecast to be won that were subsequently lost. By now you are masters at using the Timeline, Contact Insights, and Buyers' Journey Tools.

          Video 1: Updating the Timeline Status and using the Timeline Reports

          Recommend you also read the following articles:

          Video 2: Updating conversation bricks using the Contact Insights Tool

          Recommend you also read the following articles:

          Video 3: Updating conversation bricks using the Buyers' Journey Tool

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          What is my next step?

          Get in contact with us and we will:

          1. Lead you through a discovery allowing us to understand your concerns, wants, and needs.
          2. Show you what's possible and how using Nazca and the Onboarding we can solve the problem to help achieve your business objectives.
          3. Listening to you
          4. Make the return on investment (ROI) case clear so you can present a compelling business case internally to invest in Nazca and plan with us your sales team onboarding programme.

          To request a proposal please contact us.