iRubric: Appirio Sales Pitch Rubric

edit print share Copy to my rubrics Bookmark test run assess... delete Do more...

Appirio Sales Pitch Rubric

Scoring on the 2016 Appirio Sales Pitch

Rubric Code: QCXA2A

By robman55

Ready to use

Public Rubric

Subject: Business

Type: Assessment

Grade Levels: Post Graduate

Assessment Answer
	Below Average 1 pts	Proficient 2 pts	Advanced 3 pts
Describes the Age of the Customer AE clearly illustrates the current state of the Age of the Customer with key statistics.	Below Average - Inadequately describes the Age of the Customer -Lacks strong statistics to tell a compelling story	Proficient -Adequately describes the Age of the Customer connecting the WX and CX -Applies relevant statistics	Advanced Synthesizes the value of CX and WX into the overall future state of the client
Provides Disruptive Insight AE clearly provides disruptive insight to teach the customer something new about their business.	Below Average -Partially describes the customer’s current state and challenges -Incompletely describes future state or positions Appirio to solve customer’s challenges -Doesn’t include a customer story to illustrate the message	Proficient -Describes the current state and challenges of the business -Develops the beginning of the future state for the customer and positions Appirio to solve challenges -Sufficiently includes a customer story to illustrate the message	Advanced -Provides insight into challenges as a trusted adviser -Illustrates a vision that positions Appirio’s unique differentiators -Expertly includes a customer story to connect the problem to the message
Provides Call To Action & Next Step AE provides specific calls to action and next steps.	Below Average -Inadequately anticipates objections -Next steps or call to action are missing	Proficient -Anticipates objections -Provides clear next steps and guides the buying process	Advanced -Creates a sense of urgency -Anticipates objections and has solutions ready
Conversation/Presentation Skills AE is engaged in the conversation with good eye contact, clear articulation, and body language.	Below Average -Makes limited eye contact -Displays passive or defensive body language -Pitch is under 5 minutes or over 8 minutes	Proficient -Makes good eye contact -Listens first before speaking -Displays open body language -Speaks clearly and at good pace -Pitch is between 6-8 minutes	Advanced -Practices active listening skills -Displays engaged body language -Speaks clearly at a good pace and uses the customer for cues -Pitch is between 6-8 minutes