Proactive Sales Pipeline Management
How accurately does your organisation's sales pipeline reflect your true revenue potential?
The sales and marketing pipeline ought to offer a clear window into the health of every organisation’s revenue generation process. Why is this view so often obscured, and the apparent level of revenue potential so far divorced from reality?
The most common causes are imprecise or inconsistent stage definitions, poor data quality and the failure to measure the appropriate metrics. No pipeline can give an accurate picture without crystal-clear, universally adopted stage definitions and milestones.
The problems are compounded when progress through the pipeline is measured primarily by the sales activities that have been undertaken, rather than being based on observable evidence of advances in the prospect's buying decision process (the "Buyer's Journey").
And then there's the shape of the pipeline. High-performance pipelines tend to taper rapidly over the first few stages as poor-fit opportunities are excluded early on in the process, leaving the sales team to focus only on well-qualified opportunities. Contrast that with the majority of sales pipelines in which unlikely-to-close deals are retained until late on in the process by sales people who believe that qualifying out will reduce the value of their pipeline.
How could we help you?
We understand what it takes to help you unblock your sales pipeline management. We'll work with you to identify the key stages in your prospect's buying decision process, and to identify the evidence-based milestones that will enable you to accurately monitor their progress.
We'll help you establish clear quality standards for the information your sales people need to capture, and enable you to implement proactive metrics that allow you to measure the true volume, value and velocity of your revenue pipeline.
Will the results justify the effort? We’d like the chance to prove it to you. Organisations that embrace this evidence-based approach to managing their revenue pipelines typically report shorter sales cycles, more accurate qualification of opportunities, and fewer end-of-quarter surprises.
Take that all-important first step towards finding out whether your organisation could achieve the same by contacting us today.