Your Grader evaluates pipeline records based on key factors that matter to you and your team, helping you make smarter decisions about the best next action. Every question should support your Grader’s purpose and focus on what truly affects record quality.
Question Types
- Single-select picklist – Select only one response.
- Multi-select picklist – Select all responses that apply. (Only selected responses impact the overall grade.)
A strong Grader includes at least one question for each factor that significantly influences record quality—good or bad.
Brainstorming Great Questions
Start by asking:
- What characteristics make this record a great fit for doing business?
- What characteristics make this record a poor fit for doing business?
For example, if you sell project management software to small businesses, an ideal customer might be:
- A small business (1–10 employees)
- Revenue above $500,000/year
- Struggling with project management
By adding questions around these topics, you capture the insights needed to assess fit.
Common Question Topics
These categories help uncover patterns and improve grading accuracy:
- Fit/Ideal Customer Profile – How well do their needs match your offering?
- Qualifying Requirements – Do they have the budget, decision-making authority, or timeline?
- Pain – How urgent is their need for a solution?
- Circumstances – What could change that impacts their fit?
- Financial Potential – How big is the deal’s revenue and profit potential?
- Process Complexity – Are there any deal blockers or unique requirements?
- Historical Interactions – Have they engaged with your business before?
- Engagement Level – Are they actively participating in the sales process?
- Stakeholders – Who is involved in decision-making?
- Competition – How likely are they to choose a competitor?
Tips for Writing Effective Questions
- Focus on what matters – Consider factors affecting close rate, pipeline velocity, etc.
- Adapt for different sales stages – Not all questions apply at every phase. Use “N/A” options when needed.
- Work backward from Actions – What insights help determine the next best step?Think about real conversations – What do you typically ask leads and opportunities?
- Leverage data – Use customer engagement, behavior, and past trends.
- Collaborate with your team – Get different perspectives on key questions.
- Experiment and refine – If unsure about a question’s impact, test it and analyze results over time.
- Use a natural tone – Write questions as if asking them aloud.
- Be concise – Keep questions clear, direct, and easy to answer.
Marking Questions as Optional
By default, all Grader questions require a response for a Grader Run to be considered Complete and show key results like Grade, Disqualification Status, and the best next Action.If a question isn’t relevant in all cases, you can mark it as Optional during setup. Optional questions don’t need a response for a Grader Run to be complete, ensuring flexibility while maintaining grading accuracy.
