1. Incorporate sales operations probability matrix
Needs to Find Money Has Money
Competitive Situation Unknown 10 10
Prefers Competitor 10 25
Decision Contested 25 50
Prefers SeerPharma 50 75
Criteria determines the probability of the sale

2. Salesforce design and deployment of matrix

3. Salesforce design and deployment of matrix
Following on from sales
process:
Funding Status &
Competitive Situation
determine the probability
of the sale. In this
example calculated to 75%
as per matrix.