1 / 15

Pipeline Management

Pipeline Management. The Silver Bullet. Agenda. What is opportunity pipeline management ? How to fill your Pipeline ! How to Manage your Pipeline !. What is opportunity pipeline management?. SILVER BULLET of SUCCESS

kimi
Download Presentation

Pipeline Management

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Pipeline Management The Silver Bullet

  2. Agenda What is opportunity pipeline management? How to fill your Pipeline! How to Manage your Pipeline !

  3. What is opportunity pipeline management? SILVER BULLET of SUCCESS Simply put, your sales pipeline is the amount of business you attempt to close in a given month, quarter, or year. As time passes, you can begin to track what share of sales you close. If that share is consistent, you should be able to forecast sales with greater accuracy, which will give you greater confidence and help you plan accurately for future demand. You will also glean information on where you fall short: For example, is your conversion rate low, or are you converting plenty of customers, but only getting a small share of their total business? Leverage your efforts to create a better environment for closing sales. Create Accurate Visibility into all Future Sales

  4. How to fill your Pipeline! Getting Back to Basics Get Organized Know Your Market Know Your Products Work Your Calendar 15 Sales Calls per Day 6 Presentations per Week 1-2 Closings per Week WORK SMART not HARD

  5. How to fill your Pipeline! Getting Back to Basics Have Productivity Software ! If You FAIL to PLAN You better PLAN TO FAIL

  6. How to fill your Pipeline! Getting Back to Basics Track Daily Activity Be Accountable to Yourself Enter Data ACT or Sales Logic Define Pipeline Process Monitor Progress

  7. 1: Define who qualifies to be in pipeline ! 2: Define what stage your prospect is at ! 3: Define what Actions are to follow ! How to Manage your Pipeline !

  8. Suspects: A shop that you identified but have not met yet. • Prospect: A Shop that you have met with but have not sold. • Competition: A shop that you have met with that has competitive product. • Web Trial: A shop that you have met with that has been given a Web Trial. • Quote: A shop that you have met with that has been given a formal quote. Organize your Contact’s into stages Define who qualifies to be in pipeline !

  9. How to Manage your Pipeline !Organize your Opportunities into Stages Initial Communication 5% Web Trial 10% Lead 15% Appointment Set 30% Presentation 50% Follow Through 55% Commitment to Buy 90%

  10. How to Manage your Pipeline ! Use Software to Track Opportunities You have to track how you have done to know what to expect in future !!

  11. How to Manage your Pipeline ! Use Software to Track Opportunities Current Month Opportunities !

  12. How to Manage your Pipeline ! • Do You Know What stage you close most of your deals at ? • Would you like to know where you will end the month ? • Would you like to be able to have your boss give you a raise ? • Have you ever forgotten about a viable Prospect ? • WORK SMART not HARD Use Software to Track Opportunities Narrowed to Actual month Closing!!

  13. This illustration is great for the actual use of Pipeline Management. You have to shovel a lot of stuff in one side to be able to get those few Gem’s out of the other side ! You have to be honest with yourself and your Pipeline to get the results that you desire ! This is your Business you can let it manage you or YOU can manage your Business ! All successful sales businesses use call reports and projected forcast’s, Is your Business Successful ? You have to do what you don’t want to do to get what really matters to you! REMEMBER YOU HAVE TO LOOK AT YOUR BOSS EVERY MORNING ! IS YOUR BOSS HAPPY ? If you Fail to Plan, Plan to Fail !

  14. Pipeline Management Live Presentation The Silver Bullet

  15. Pipeline Management The Silver Bullet

More Related