the sales pipeline is key to increasing sales
How to better manage your Sales Pipeline
The other option you have is to bridge the gap by improving your opportunity to win ratio.
In order to deliver £10m from a total pipeline of £15m, your win rate would have to increase from 40% to 67%. But how do you do this?
There is no easy answer. It requires a detailed analysis of your Sales Pipeline. In order to improve the overall win ratio, you need to look at the ratios along each stage of the pipeline (assuming of course, that your Sales Pipeline mirrors your actual sales process).
It may be that one of your biggest issues is successfully moving opportunities from the “proposal” stage to the next one e.g. this ratio might only be 20%. If you can understand what is driving this poor conversion ratio, you can do something about it.
By analysing and optimising each step along the pipeline, you can make dramatic improvements on the overall opportunity to win rate and deliver more sales.
Shoodan has vast experience in setting up and managing pipelines; they are the lifeblood of the sales machine and we know that if one of the stages of the sales process is in trouble, it will affect all of the others. We can come in and help you set up a Sales Pipeline, give you a handle on the metrics of your pipeline, communicate it to your teams, and show you how to manage your pipeline moving forward, so you get the best results.
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