1Pipeline review
Where and how many deals are lost at each stage.
Sales Management
If sales depend on a few strong salespeople, you don't have a sales system. We build the process: stage criteria, qualification, rhythm and a forecast you can trust.
Sound familiar?Results depend on a few strong salespeople, The pipeline looks full, and the forecast keeps missing, The manager learns about a problem with a deal too late
Sales
How we work
1
2Standards
Three definitions (inquiry, qualified inquiry, deal) and stage criteria based on customer actions.
3Rhythm and forecast
A weekly deal review and a forecast checked against actuals.
4Training based on losses
The team learns where the pipeline loses the most.
Sound familiar?
- Results depend on a few strong salespeople.
- The pipeline looks full, and the forecast keeps missing.
- The manager learns about a problem with a deal too late.
What usually lies behind it
Sales become unpredictable when there's no single process: qualification criteria, stages, accountability, control and feedback. Stages set by the salesperson's mood rather than by the customer's actions turn the forecast into a retelling of expectations.
What you get
A documented pipeline with stage criteria.
A procedure for the weekly review and forecast.
A training plan tied to real losses.
The cost of waiting
If nothing changes
- 01
The forecast will stay subjective.
- 02
Strong salespeople will keep making up for a weak system.
- 03
Team growth will enlarge the pipeline but not the results.
When you don't need this service
- There are few inquiries. That's a demand task.
- You need to find where deals are lost before rebuilding anything. Then a sales audit.
How to tell it worked
Forecast accuracy
how closely the monthly forecast matches actuals.
Conversion by stage
where deals are lost and whether that is changing.
Dependence on heroes
what share of results one or two salespeople bring.
Questions
Do we need a new CRM?
Not always. Often the problem is the process.
Can we just train the team?
You can, but the training must target specific losses in the pipeline.
How quickly will we see the effect?
Pipeline visibility, quickly. Changes in conversion, stage by stage, as the team works by the new rules.
Related
Services: Sales Audit · Building a Sales Team · CRM Implementation · amoCRM Implementation Materials: A sales team that doesn't depend on one person · A CRM people trust
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