Pipeline Management

Analytics tools are now available to go beyond giving sales management access to the static data contained in CRM systems, and instead provide access to the actionable insights they need to manage their pipeline in a much more dynamic manner. As firms quickly understand changes in the pipeline, and then make appropriate changes to their sales strategies and tactics based on that knowledge, they begin to see significant increases in win rates. Adaptability is quickly becoming the standard for successful selling.

Pipeline Management Adaptability: Improving Win Rates in a Down Economy

By Jim Dickie & Barry Trailer – CSO Insights

If you don’t have any trends as to the behaviour of your pipeline, how do you know you are going to succeed!

Simply measuring the sales conversion rate only tells you what's coming out of the end of the pipeline. It’s important to monitor the quality, quantity, and speed of won, lost, abandoned, suspended, slipped, and current opportunities through the pipeline.

Managing different revenue streams

Setting up the sales process for each revenue stream within SymVolli allows you to monitor and manage the pipeline according to the different revenue streams within your business.

Dealing with real prospects

Using SymVolli’s Qualification Profile helps sort the wheat from the chuff as to which are the real prospects. SymVolli’s ability to maintain all historic data, makes it easy to identify from where the best leads were generated, how, and at what cost.

Having enough prospects in the pipeline

You can easily monitor how many new opportunities enter the pipeline and at what stage also the opportunity flow rate through the different stages of the pipeline with the outcome as they pass through each stage, e.g. lost, suspended, slipped, won. Taking slippage for example, SymVolli not only monitors that an opportunity has slipped, but helps you identify any trends so that it can be managed. You can detect early on if targets will be met so you have the time to take the appropriate action to cover any shortfall if it exists.

Managing a healthy  pipeline

Key Performance Indicators for sales individuals and teams such as, Number of Opportunities Per Stage (NOS), Average Sales Price (ASP), Sales Cycle Length (SCL), Number of Days per Stage (NDS) and the close rate are used to monitor and maintain a healthy pipeline. SymVolli will also monitor and manage Key Performance Indicators against the sales strategy of the company, e.g. new business, existing business, by product, by key accounts, territory, market sector, etc.

We learn from experience. SymVolli helps you capture that experience and learn from it.