Sales Pipeline Management 2013


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Our sales workshops have been developed with the help of those who read seller’s proposals and listen to seller pitches – professional buyers. When it comes to the pipeline workout they are the ultimate fitness instructors.

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Sales Pipeline Management 2013

  1. 1. For Sales Managers & Directors:Planning A New Year Pipeline Workout? “Improve your organizations According to research from the US Calorie Control Council, the traditional holiday dinner with turkey and closing rate by all the trimmings can amount to a whopping 4,500 up to 30%!” calories! Little wonder many of us make New Year resolutions to work out in the gym. Now you may think: what has that to do with sales and sales performance? Well, many sales pipelines could do with a new year workout too!
  2. 2. Fighting The Flab In Your PipelineStart the new year with a new pipeline, as well as a new waistline. Inparticular removing the fat from the pipeline, in terms of a more rigorousapproach to pre-qualification, forecasting and closing. Exploring newways of pipeline management, including deal behaviors, pipeline reviews,bid-no bid processes and win-loss reviews.The Pipeline WorkoutRecently we brought 24 people together for 7 hours to work onadvancing their key deals and a general all round pipelineworkout. Before they entered the workshop those participatinghad rated their confidence with; closing, pre-qualification andforecast accuracy at lowly 3 to 5 out of 10.Here is a profile of the group’s tendering/bidding activity: Avg. Order Value: €37k* Avg. Customer Value: €670k Proposals/Tenders Last Quarter: 43 (both public and private sector selling) Win Rates: 28% Private, 18% Public Avg. Years Sales Experience: 10 yearsBoosting Closing SuccessAs they left these confidence ratings in respect of key pipelineopportunities had jumped to 7/8 out of 10. What is more important isthat their estimates of closing success had jumped by up to 30%. In lessthan a day they had reshaped not only the pipeline, but their attitudesand motivations too!P a g e |2© The ASG Group 2011
  3. 3. The WorkoutDuring the workshop we helped participants apply tools to reshape theirpipeline and more importantly to advance key deals. That included:  Writing down inflated opportunities.  Deciding to focus their energies on those opportunities which promised the greatest chances of a win.  Identifying early warning signals that a deal may be in trouble.  Agreeing actions to advance key opportunities.During the course of the day salespeople implemented strategies whichthey expected would deliver anywhere from a 15-30% improvement inclosing rates. “Our extensive buyer researchWhy It Works has revealed how buyingWhat makes our approach different and so particularly effective is thenew levels of insight into the way modern buying decisions are being decisions aremade. Our workshops have been developed with the help of those who actually made.”read seller’s proposals and listen to seller pitches – professional buyers.When it comes to the pipeline workout they are the ultimate fitnessinstructors.Our extensive buyer research has revealed how buying decisions areactually made. That is the full implications of how buying decisions aremade in the post credit crisis market environment of slashed budgets,shifting priorities and increased competition.We say revealed because it is generally a secret kept from salespeople.Buyers generally like to play their cards close.If you would like to find out how our deal closing clinics/workshops canhelp reshape your pipeline in 2013 please contact us.P a g e |3© The ASG Group 2011
  4. 4. How Can We Help You?Recognized as world-leaders in selling to sophisticated buyers, The ASGGroup helps B2B sales teams to increase the likelihood of closing by up to30%. If you are: − Planning sales training, − Want to boost sales success and get more deals over the line, − Looking to accelerate sales performance, − Considering how to link behavioral changes to revenue,then we may be able to help.For more information please contact us. Phone: +353 1 620 57 87 E-mail: johnogorman@theasggroup.comOr visit our website at: About The Author John OGorman is a B2B sales coach working with sales teams and their managers across Europe to pinpoint sales opportunities and accelerate sales performance. John is co‐author of The B2B Sales Revolution TM and Quick Win B2B Sales.The entire contents of this document are copyright of The ASG Group and cannot bereproduced in any format without written permission.P a g e |4© The ASG Group 2011