ASPEC helps salespeople manage their time by prioritizing opportunities. Each opportunity is assigned one of six priority levels, as shown below. The priority assigned is based on the opportunity’s probability ranking and sales cycle phase. Priority lists are displayed in various Sales Cycle Planner views.
The first priority is the “Overdue” category. In this case, the customer has passed the date expected in the sales cycle and the sale is at risk of slipping away. Immediate attention is necessary.
Review First, Second, Third
The next most important category is “Review First.” These represent the best prospects, as well as opportunities that are likely to happen but still require a lot of selling. “Review Second” opportunities are less pressing than “Review First,” but still a fairly high priority. “Review Third” opportunities are typically out of reach or already likely to be won if the customer decides to buy.
Break through Needed
ASPEC puts up a red flag for opportunities in trouble. Opportunities that are given a “Break through Needed” priority status require a bold strategy in order to get the customer’s attention, or get them more enthusiastic about buying. In these cases, a sale is likely to happen, but it’s also likely that the competition will get it.
Leave it Alone
If a break through cannot be achieved, an opportunity might be given a “Leave it Alone” ranking. “Leave it Alone” opportunities are of the lowest priority. Little or no time should be spent on these opportunities because the chances of winning the sale are extremely low.
Priority levels are determined by both the probability ranking and the sales cycle phase. Consider this example: An opportunity ranked as “Low” for both “Will it happen?” and “Will we get it” would be a “Review Second” priority while in the Probe phase, but would shift to “Leave it Alone” if no improvements were made by the Close phase.
Similarly, an opportunity ranked High/High would be a “Review Second” priority in the Probe phase, but would improve to a “Review First” priority in the Close phase, when the customer’s decision is imminent.