Pipeline Analysis Consulting

Are you experiencing any of the following problems in your organization?

• Your revenue numbers were under plan this month or quarter — again!
• You constantly wonder whether you are going to make plan.
• Your sales forecast changes frequently.
• You lose deals late in the sales pipeline.
• You lose too many deals.
• Many of your deals stall for no apparent reason.
• Your sales cycle has increased.
• You have no pipeline metrics that give you visibility of your pipeline and allow you to measure performance by sales representative.

Revenue is a trailing indicator of sales performance. By the time revenue is reported, the only mystery that remains is whether or not the company made its forecast.

That’s no way to manage a business. The key is to develop leading indicators that measure sales activity. Our pipeline analysis consulting can help your business improve in a variety of tangible and measurable ways:

• If you don’t have a pipeline, we can help you acquire a cost-effective solution.
• If you have a pipeline, we can help you determine:
  • The shape of your sales funnel
  • The revenue potential per sales-process step
  • The lag time per sales-process step
  • Conversion ratio per sales-process step
  • The number of prospects in the funnel
  • The date a prospect entered the funnel
  • The number of prospects per step
  • The number of deals not forecast
  • Whether deals are being forecasted accurately
  • The leakage rate
  • The number of “no” decisions
  • The number of deals exiting in the sales funnel — i.e., “no deal”
  • The average length of the sales cycle
  • The shortest and longest sales cycles
  • The average size of deals
  • Close rate
  • The win-loss record