Know Your 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 shorten your sales cycle

In my first post of the Metrics Series, we looked into Funnel Conversion Rate.  We looked at the importance of uncovering exactly where you lose opportunities throughout the sales funnel. Then, once we have understood where and why, deploying effective sales enablement to drive improvements which have a huge impact on monthly revenue. In the... Continue Reading →

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