On 12 March 2019, the London Sales Operations Network met at Kluster HQ to talk about pipeline visibility, accurate forecasting and reporting. Here are the highlights from that discussion. Moderator: Alex Williams, Head of Corporate Strategy & Development, Roxhill Media Panelists: Jody Clark, VP Sales, Signal Jay Khiroya, Head of Operations, Doctify R-A-G forecasting framework... Continue Reading →

Working with sales cycles of 20-120 days? There's a fast way to spot risk in your sales pipeline and its likely impact on revenue. To spot risk in your sales pipeline fast, you need to understand two simple metrics. In Period Pipeline Pipeline created within the closing month or quarter that is expected to close... Continue Reading →

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 →

I'm no Mozart, but over the years I've learnt a thing or two about the importance of deal composition in the sales pipeline. In particular, when it comes to submitting a credible and reliable forecast to the powers that be. Initially, there are three key considerations when looking at sales pipeline composition: Deal Value -... Continue Reading →