Webinar
Optimise your sales forecasts by monitoring your sales pipeline
Hosted by Dominique Seguin,
Managing Director of Kestio
Obstacles to driving the sales pipeline
As you know, every sales guess can affect your production. You have probably already tried to manage your sales pipeline in order to better plan your resources.
But there are many obstacles:
- No reports to access a single view of the data.
- No data entry in a common medium.
- Non-harmonised definitions of sales stages.
- Partial input of information by the sales teams.
- A business review that ends up as a messy discussion with no action plan.
- This is often a painful exercise for salespeople who do not see the added value...
The objectives of managing the commercial pipeline
The main objective of the management of its commercial pipeline, apart from measurement and analysis, is to enable action. Its primary purpose is to assist in decision-making.
It is all the more important as it confirms the leader in the direction he has taken for his company.
3 key steps to guide your business pipeline
1. Choose performance indicators
Define activity indicators, but also result indicators! These will enable you to define the quantity, quality, direction and dynamics of your actions.
Some examples of performance indicators: volume of contracts signed, sources of opportunities, transformation rate of appointments, etc.
2. Collecting and disposing of information
The challenge here is to identify, qualify and use data. To do this, the use of a CRM is highly recommended in order to bring together all your information.
If you are interested in this subject, we invite you to discover our different articles about CRM tools: https: //www.kestio.com/actualites/crm-digital
3. Facilitate the sales pipeline with your sales team
Facilitating the pipeline allows the sales team to take responsibility. Indeed, questioning makes it easier for the employee to think and get involved. It makes them actors in the interview process and encourages their commitment to action!
A tool to help you manage your sales pipeline
To go further and help you better control your sales forecasts, Kestio has developed a metrics monitoring tool. In the form of a table, this tool allows you to enter your various data on your entire sales pipeline, from contact generation to retention!
To consult and download our free sales forecasting tool, click on this link: https: //hubs.ly/H0HzgVK0
