Sales Conversion Ratios

This week's sales pipeline tip is nice and simple. Know your sales conversion ratios. Understanding the conversion ratios for each stage of our sales process AND for each salesperson is crucial for three reasons: Planning and projectingSpotting drops in performanceIdentifying areas for improvement Each of our salespeople work differently. They have various individual strengths and... Continue Reading →

How to Create Fresh Sales Pipeline

Across the land, Sales & Sales Ops Leaders still talk about pipeline coverage. "5x this...", "7x that...". Fine. But if we're honest with ourselves, we know all too well that it’s the fresh, juicy new sales pipeline and the consistency with which we create it that makes forecasting and hitting target so much easier. It's... Continue Reading →

Plodding Pipeline

Many of us look to get a strong forecast steer based on a weighted stage model. The idea being that if we have £100k at stage "negotiation" and our weighting is 40% we're good for £40k, right? Not necessarily. We need to start breaking our pipeline down, not by stage but by category, and then... Continue Reading →

Sales Pipeline Management: 5 Key Considerations of Target Beating Sales Teams

We all focus on our revenue targets and we obsess over our live pipeline. But, what if we shift our focus to pipeline generation and pipeline composition instead? Here are my 5 key sales pipeline management considerations to bolster your chances of hitting target. The breakdown: Pipeline ValueOpportunity VolumeCompositionPipeline PaceGranularity Pipeline Value First things first, what value... Continue Reading →

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