Systematic pipeline planning for success and focus
What are the best potential sources of revenue and margin for your company? How can you retain customers, expand business with them, find new customers and avoid overinvesting in undesirable business?
The sales pipeline we develop will organize your revenue generating potential by answering three questions:
- How fast must you fill your pipeline with new opportunities?
How can you improve the flow rate through your pipeline?
What is your required hit rate to reach or exceed targets?
Sales performance is a critical success factor for companies. We specialize in building approaches tailored to your company that quantify sales efforts and link them to successful execution. Systematic pipeline management not only measures the final result, it is just as important to make the right decisions about where to invest sales resources and equally important to know where to curtail or divest sales investments. You will use your sales time exactly where it is needed.
“What must happen for your sales and margins to grow at double-digit rates?”
Approach:
- Your customers must be able to measure the added value you offer. If they cannot, they will be unable to justify within their own organizations the rationale for doing business with you. Almost all companies have some untapped budget or investment potential. A focus on added value for your customers reduces the focus on price and helps generate higher margins.
- Examination of your sales incentive system will determine if you are recognizing and rewarding the right behaviors.
- Establishing individual pipeline goals and step-by-step realignment of planning and implementation.
- Continuous review and management control. Shortening, but intensifying interactions for improved impact.
- Challenging approaches and assumptions to discover new options.
- Ongoing adjustments and corrections to increase sales effectiveness.
- Reorientation to the ecm Value Approach.