HomeSymVolliSales FocusBlogResourcesContact

Pipeline Management

If you don’t measure something how can you improve it!

Simply measuring revenues--the classic yardstick for sales performance only tells you what's coming out of the end of the pipeline. This is especially important for products with a long sales cycle. It’s important to monitor the whole pipeline and therefore we need to consider ways of monitoring the quality of the pipeline as well as the quantity whether it is revenue, orders, margins, or units. It’s not enough to know what has happened and when, but also how and why.

Doing this you can improve the performance of the sales representatives without having to continually change the makeup of the sales team.

• Minimising Slippage
  
  SymVolli’s ability to maintain all historic data, makes it easy to identify low-probability prospects that are being maintained in the pipeline, although the sales representative is predicting them at high probability value, which should have dropped out earlier in the sales cycle.
  
  
• Shortening the Sales cycle
  
  Using SymVolli Qualification profile that is based on each organisation’s sales processes, allows management to monitor how the best sales representatives deal with successful sales so that other sales representatives can be coached to focus their attention in key areas such as the early stages of a sale, at the conviction stage, by doing a more thorough job in establishing the value proposition, so that the customer is less hesitant when it comes time to signing the contract.
  
  
• Identifying and understanding fallout by sales cycle phase
  
  The SymVolli Qualification profile defines at what stage each sales opportunity is at, how it is proceeding through the sales cycle and also when and why it falls out from the pipeline. This should help you uncover hidden problems that could be down to the marketing messages, pricing, competitive features, or even the performance of individual sales representatives. By minimising if not eliminating the erratic fallout rate will in turn help in producing consistent and accurate sales forecasts whenever they are required by a touch of a button.
  
  
• Increasing Close rate
  
  SymVolli’s Opportunity status tracking helps define the close rate for each sales representative. Each sales representative can be meeting his quota by having a low erratic close rate. How much more could they achieve if the close rate could be improved? SymVolli products and services tracking can help identify whether the value proposition isn't very good or if the product isn't what the market needs. The SymVolli Qualification Profile can help identify if the sales representatives need more training in key specific areas. All this is due to SymVolli’s ability to store historic data so that you have trend information to be used to identify strengths and weaknesses in messages, products and services, resources, etc.