A quiz is the set of qualification questions your salespeople answer on a deal. Each answer changes the deal's win probability at once. ProspectSafari learns from your own won and lost deals how much each question really counts, so the probability gets more accurate as your team closes deals.
Quizzes are written on the "Quizzes" tab of the "Sales coach" page (admins only), then picked for a pipeline. A pipeline has one quiz, used at every stage. See Settings for pipelines.
Write a quiz
- Open "Sales coach" in the left menu and the "Quizzes" tab. Click + and pick "Quizz".
- On the "New quiz" page, give a "Name" and a "Description".
- Under "Questions", click + to add a question. To group questions, click "New section" and give a "Section name".
- For each question fill in:
- "Question": the question as the salesperson reads it.
- "Type": "Yes - No - Maybe", "1 to 5", "Evidence based qualification" (from "1. Observable evidence" to "5. Observable evidence") or "Likert scale (disagree - agree)".
- "Description": shown when the salesperson hovers the question, to explain what a good answer looks like.
- Drag questions to put them in order, then click "Save".
- Pick the quiz for a pipeline: in the pipeline popup, under "Quiz".
To ask a question only after a given answer, tick "Make conditional" on it and choose the earlier "Yes - No - Maybe" question and the answer (Yes, Maybe or No) that should bring it up.
Answering the questions on a deal
Salespeople answer on the deal's "Qualify" tab, section by section. An answer is saved as soon as it is clicked, and the deal's probability changes at once.
The questions are also at hand without opening the deal:
- In the call log, the "Qualification questions" button opens them beside the form during the call. Unanswered questions and "Maybe" answers remind you what you don't know yet about the deal, so you know what to ask and where to steer the conversation. After every call, update the answers with what you have learned: the probability changes at once. See Call.
- Clicking "Probability" on a deal card (in the inbox, the list view's slide-in panel or the calendar) opens them in a popup.
How the probability works
- Every answer counts from 0 to 100% towards a win: No is 0%, Maybe 50%, Yes 100%, and the other scales go in quarter steps.
- Each question has a positive weight (how strongly a good answer points to a win) and a negative weight (how strongly a bad answer points to a loss). The probability balances the two.
- The minimum and maximum probability treat unanswered and "Maybe" questions as the worst and the best case. The confidence is 100% minus the gap between them, so it rises as more questions get a clear answer.
- On the prospect view, "Prob:" shows the probability, the confidence and the minimum.
Learning from your results
The weights are worked out from your workspace's own closed deals: those at a stage marked "Won" or "Lost". They are updated each time a deal using the quiz is won, lost or reopened, and when the quiz is saved.
- By default the latest 100 closed deals are used.
- Learning starts once at least 6 closed deals have 2 or more answers each, and a question needs answers on at least 4 closed deals. Until then every question counts the same.
- Each question's title shows its current weights as (positive/negative). Hover it for "Positive W: x%, Negative W: y%".
So answer the questions on every deal, including the ones you lose: that is what the probability learns from.
Accuracy
The percentage after a quiz's name on its card, for example "(42%)", and the "BSS" figure under "Questions" show how well the quiz's probabilities matched the real outcomes of your closed deals. The higher it is, the more you can rely on the probability.
Manage your quizzes
The three-dot menu on a card offers "Edit" and "Delete". Search quizzes, and drag cards onto folders to keep them in order (+ › "Folder"). Ready-made quizzes appear on grey cards under "Show defaults".
Quizzes are shared by the whole workspace, and the weights are learned for the workspace as a whole, not per salesperson. Creating your own quizzes needs a plan with the full Sales Coach.