Ultimate Sales Pipeline

Many sales managers play a monthly guessing game when trying to forecast sales. Unless and until all sales people follow the same pipeline process, it will remain a guessing game.

Many forecasts rely on gut feelings when classifying deals as hot, warm, or cold. How is that different from just plucking figures from the air (PFA)?

Weighting opportunities gets a lot of people in trouble. How are the differences between 60%, 75% or 95% measured? Isn’t it really just PFA? Finance people HATE plucking figures from the air.

The secret to forecasting success is to weigh only activities and milestones that have already been completed. And then, allow only reasonable weights at critical stages. The ULTIMATE SALES PIPELINE process does just that.

Most companies forecast opportunities based on team sales efforts.  This means a lot of wasted time, energy, and resources are spent on opportunities that aren’t ready to move through the pipeline. They don’t take into account that every opportunity also has a customer buying cycle.

STOP the guessing game today. Instead of forcing opportunties into unrealistic time tables, why not manage every opportunity to close in its own time? This will reduce discounting and preserve margins.

Discover all 10 ways the ULTIMATE SALES PIPELINE makes sales people more productive and easier to manage.