Invest a minimum of three hours a month on sales funnel management

Sales Pipeline

Invest a minimum of three hours a month on sales funnel management

The Harvard study showed that organisations with a clearly defined, meaningful sales process, who invested a minimum of three hours a month managing the progression of deals through this process, saw an 11 % increase in sales.

  • Ensure that the time invested into sales funnel management is not focused on forecasting.
  • You are forecasting if most of your time is spent discussing closing dates, probabilities and deal sizes.
  • Invest time managing your sales funnel doing the following
    • Discuss the overall health of your sales funnel
    • How to move deals through the funnel
    • New ideas to increase the rate of movement of deals through the sales funnel
    • How to Shepard more deals towards closure
  • The primary focus when managing your sales funnel, has got to be around developing plans to move deals forward to the next phase in the sales process.
  • Don’t waste time scrubbing CRM data and forecasting revenue