Effectively managing a pipeline reduces sales cycle length and increases winning conversion, which generates more revenue for your business, faster. Combined with accurate forecasting, this increases your team’s ability to manage and grow sales on a quarterly and annual basis.
Is there a regular review of pipeline with defined activities assigned to each prospect? Are the funnel stages well defined?
How is sales forecasting currently being on and at one frequency? Are there regular reviews of actuals against forecast at the team and individual level? How do you increase the accuracy of your forecasts?
What does reporting look like and how can it be improved? How do you equip teams with real-time sales performance? How do you generate insights that can help formulate sales activities?
Does your data hygiene allow you to analyze and project performance? Is there an established methodology to forecast sales revenue? Does your team understand this methodology and are able to produce forecasts?
