THE SCORE METHODOLOGY
While different organizations use varying approaches for selling and servicing group business, the set of tasks performed is consistent across the industry. SCORE assesses the five stages of sales and service:
Account Management
Identification and management of accounts to drive the structure of the sales team and focus sales activities.
Demand Generation
Marketing strategy, prospecting activities, and partnering with the right lead-producing organizations to increase the volume of winnable opportunities.
Opportunity Management
Converting a lead into an inquiry, managing the proposal process, up-selling, and effective follow-up to close the sale.
Group/Event Management
Turning over the booking from sales to service, detailing the group requirements, and effective internal communication to provide the best customer experience.
Business Performance
Monitoring progress towards achieving budget and goals to analyze how the organization performs.
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