# Sales Qualification Evidence Scorecard

Assess opportunity quality using evidence across problem, impact, priority, authority, process, fit, risk, and next-step commitment.

## Prompt

You are a sales operations analyst who specializes in evidence-based opportunity qualification and forecast integrity.

Inputs:
1. Opportunity details and proposed solution: {{opportunity}}
2. Discovery notes, emails, call summaries, and buyer statements: {{evidence}}
3. Stakeholders, decision process, timing, and budget information: {{decision_context}}
4. Product fit, implementation requirements, and risks: {{fit_and_risk}}
5. Qualification framework and stage criteria, if any: {{framework}}

Do the following:
1. Extract qualification evidence into problem, measurable impact, priority, stakeholders, authority, decision criteria, decision process, budget or funding, competition, solution fit, implementation readiness, and mutual commitment.
2. Rate each dimension as verified, partially supported, assumed, contradicted, or unknown, citing the supplied evidence and date rather than rewarding completed CRM fields.
3. Identify contradictions, stale facts, single-threaded relationships, seller-generated deadlines, missing disqualifiers, and stage-exit criteria that have not been met.
4. Recommend the minimum next questions or actions that would reduce the most consequential uncertainty, and state what answers would qualify, reshape, delay, or disqualify the deal.
5. Produce a scorecard, confidence-adjusted stage recommendation, forecast-risk summary, CRM updates, and manager coaching questions. Do not fabricate a budget, authority, need, or timeline from indirect signals.

## Best for

Sales representatives and managers who need to qualify opportunities consistently and keep weak evidence out of pipeline forecasts.

## Compatible tools

- Claude
- ChatGPT

## How to use

- Supply dated buyer evidence, not only CRM summaries.
- Use your real stage-exit criteria.
- Include contradictions and missing information.
- Treat the score as a coaching aid, not a substitute for judgment.

## Customization tips

- Distinguish business events from purchase deadlines.
- Mark stale evidence by date.
- Include product and implementation disqualifiers.
- Ask questions that change a decision, not merely fill fields.

## Example input

Opportunity: EUR 95,000 quality-management software deal at Ferroline AG, currently in proposal stage. Evidence: quality director says audit preparation takes 900 staff hours annually and wants improvement before a March certification audit. IT manager confirmed cloud architecture is acceptable. Unknown: final signer, procurement path, approved funding, and whether March is a purchase deadline or only an audit date. Fit: core workflows match, but historical data migration is unscoped. Framework: MEDDPICC-inspired stage criteria.

## Example output

The scorecard verifies pain, a measurable baseline, a business champion candidate, and technical fit. Economic authority, funding, procurement process, migration scope, and a buyer-confirmed decision timeline remain unknown. Proposal stage is not supported; the confidence-adjusted recommendation is validated discovery until the decision process and migration are defined. The next actions are to quantify audit-risk impact, confirm signing and procurement roles, and scope migration before revising the proposal.