Guarantee Accuracy of Forecasts and Sales Opportunity Pipelines
presented by Alan Rigg
Add To Cart - Audio CD - $39/ audio cd
Add To Cart - Immediate Download - $39/download
Add To Cart - $249 eTraining Package includes all the downloads on this site plus all upcoming live teleseminars. (Click here for details.)
What is the condition of your company’s sales opportunity pipeline? How many of the opportunities have been stalled at the same step in the sales cycle for weeks…or months? Are your company's salespeople held accountable for producing accurate forecasts and maintaining current, accurate opportunity pipelines?
If sales forecasts and opportunity pipelines are inaccurate, or if opportunities do not close in predictable time frames, it can wreak havoc on vital financial measurements such as revenue, profit, and cash flow. This makes maximizing the accuracy of sales forecasts and opportunity pipelines critical to your company's success!
During this webinar you will learn:
- Three common flaws that cause forecasting and pipeline management systems to fail
- Why doing a great job of sales opportunity qualification is critical to forecast and pipeline accuracy
- How to design sales opportunity pipeline reports to maximize accuracy and utility
- Why valid next steps are critical to sales opportunity pipeline accuracy
- How to do an effective job of pipeline data quality inspection
Outline:
- Why accurate sales forecasts and opportunity pipelines are critical to your company’s success
- Three common flaws that cause forecasting and pipeline management systems to fail
- Too much data
- Most salespeople hate administration
- Lack of pipeline data quality inspection
- Why doing a great job of sales opportunity qualification is critical to forecast and pipeline accuracy
- Business problem qualification
- Quantifying the impact of business problems
- MAIN-BP qualification
- Technical/detailed qualification
- Common forecasting and pipeline management tools
- Spreadsheets
- CRM software
- Alan’s Recommendation
- Suggested opportunity pipeline report data elements
- How to sort report data to maximize report utility
- Assigning confidence percentages to opportunities
- How to use pipeline reports effectively
- For salespeople
- For sales managers
- Why valid next steps are critical to sales opportunity pipeline accuracy
- How to do an effective job of pipeline data quality inspection
Add To Cart - CD - $39/ cd
Add To Cart - Immediate Download - $39/download
Add To Cart - $249 eTraining Package includes all the downloads on this site plus all upcoming live teleseminars. (Click here for details.)
