Pipeline Review

Pipeline review objective

High integrity, right shape/volume, velocity/flow

Pipeline integrity

The opportunities are correctly positioned in the pipeline

How to know there is a problem in the pipeline integrity

Stage/closing date misalignment, deals that are been in the cycle too long or to little

Pipeline shape and volume

Enough number of deals of a person.

Sales quota / average deal = deals to make their quota.

Average deal / win rate * deals to make their quota = $ of deals to make their quota to be a healthy pipeline

$ of deals to make their quota / average deal = number of deals to make their quota

This must be a person number no a team number

Pipeline flow and velocity

See how the deals are moving through the pipeline

How to know there is a problem in the pipeline flow and velocity

Opportunities with sale cycle longer that the normal sale cycle.

If deals are going way to fast. Strategy problem?

See the average time from stage to stage in the pipeline.

Solve pipeline problems

Not in the pipeline, it is only a diagnostic tool.

Integrity, velocity, win rate, average deal size are strategy problems.

Adrdess those in the deal and call review.

Conducting the review

Info with anticipation

The person present his pipeline to me.

See if there is integrity issues and ask

Volume: What are you doing to fill the pipeline.

Talk about things to get more opportunities.

Velocity/flow: Ask about stuck deals (not to long or let it to the deal review.

Beware of this issues

Target close dates too optimistics

Target close dates slippings

Stucks in a stage

With no activity in a time

With not next step

Next steps of pipeline review

Accord actions to take and record them in the CRM

Do deal reviews

Help to develop a solution with the person

Improving win rates

Improve sales people’s abilities

Execute winning sale strategies

Improving velocity

A deal strategy and execution problem

Reducing sales cycle in deal strategies coaching

Forecast

Make it with each person

Part of deal review

See the cycle of each client, propensity to buy, get a commit date to make the forecast

Sales people need to have strong plans to make this happen

Issues in pipeline integrity

Lack of discipline in the team

Way to improve the win rate

Disqualify more deals