Take a SEAT . . . Your Sales Pipeline is Wrong

Author:
Date:June 19, 2015

According to a recent study from CSO Insights, over 47% of forecasted and weighted sales opportunities never close. In fact, the odds of winning at a Craps table in Vegas are slightly higher – as we pointed out in a previous blog.

Sales Effectiveness is clearly the Number 1 problem facing CSOs (Chief Sales Officers) today. When sales organizations only close 50% of deals they forecast the conversation shifts from a sales conference call to the Company Board Room and the company CFO will be booking the meeting.

4Growth’s own research indicates that most sales pipelines are a random mix of, gut feel hunches, and anecdotal “guesses” of poorly qualified sales opportunities. The result being is a huge “Reality Gap” between the sales pipeline and the actual revenue pipeline.

S.E.A.T. (Sales Effectiveness Analysis & Technology) is a proven methodology that is sales process independent and CRM Platform Agnostic, which analyzes each sales opportunity. S.E.A.T. then recommends a detailed course of action for sales teams to follow – to close more business. S.E.A.T. provides a sales playbook, opportunity SWOT analysis, and generates the realistic factor of closing – based on the opportunity timeline.

S.E.A.T. has been labeled by one of our clients as “The Great Revealer” as it cuts through sales optimism and delivers a candid and frank assessment of each pipeline opportunity.

S.E.A.T. helps sales organizations dramatically increase their Sales Effectiveness and provides a clearly defined playbook to close deals and generate forecasted revenue.

For more information click here.

 

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Author:
Date:June 19, 2015