Prospect quality
Shannon reads every candidate against the brief you gave her and admits only the people inside it, and every prospect arrives with a receipt: the evidence for why they fit. If a prospect sat outside the audience you agreed, the call is not billable and you do not pay for it.
How it works
As a seller, or a manager of sellers, you start by telling her who you want in the room, and who you do not. She then reads every candidate against that brief, and only the people inside it go any further. Every prospect is qualified against your brief before anything reaches your diary.
Every prospect arrives with a receipt, which is the evidence for why they fit. The receipt carries seven fields: the person, the line of your brief they matched, the evidence with its date, the stage, the angle, the opening, and the dispute test. Every fact on a receipt was known at or before the moment she admitted the person, and a receipt never carries a probability dressed up as a fact.
If you think someone should not have been there, you dispute the fit, not a score you cannot see. Show they were outside your audience: that is the whole test, and you never have to argue with a model.
The facts
- She admits only the candidates inside your brief.
- Each receipt names the line of your brief the person matched and the dated evidence for it.
- A wrong-fit call costs £0, because it is not billable.