Your Sales Team Needs to Have Visibility Into 3 Fundamentals
1. Volume
This is basic and nearly every sales organization has monitored & analyzed a portion of their sales volumes
- # of Opportunities created/month
- # of clients won/month
Volumes measurements are more advanced once you think like a Sales 2.0 organization. If this were a ski run, these are your BLUE runs, the baseline for the mountains terrain.
2. Probability
Welcome to your BLACK DIAMOND run – understanding the percentage chance of winning, losing and positive momentum. Nearly any leading CRM will help you understand:
- % chance of winning your proposal
- % of discovery meetings-to-proposals ratio
3. Velocity
The utopia – a DOUBLE BLACK DIAMOND mogul course; your eyes get ambitious, but your legs freeze with the possibility of the punishment. Velocity is not just the “Opportunity – Average Days Open” report defaulting in Salesforce.com, its analyzing timelines that help you understand the break-even point between high % ROI and diminishing ROI.
