Healthy sales funnel should be balanced and contain at least 3X quota value at all times. Challenges are too few qualified opportunities and poor velocity between milestones, which lengthens sales cycles.
Consistent performance is a challenge for any organization. The U.S. Marines populated new units with "battle hardened" experienced leaders and individuals as they grew during WW2. They were able to maintain consistently high battle field performance as they scaled during the longest conquest in military history. Other contributing factors were training, tools (equipment) and support, e.g., Naval logistics and fire support.
Healthy sales funnel should be balanced and contain at least 3X quota value at all times. Challenges are too few qualified opportunities and poor velocity between milestones, which lengthens sales cycles.
Consistent performance is a challenge for any organization. The U.S. Marines populated new units with "battle hardened" experienced leaders and individuals as they grew during WW2. They were able to maintain consistently high battle field performance as they scaled during the longest conquest in military history. Other contributing factors were training, tools (equipment) and support, e.g., Naval logistics and fire support.
Quick survey of sales performance discovers drivers of revenue capture and benchmarks against best practices. Enables the creation of a roadmap to world class sales excellence.
Quick survey of sales performance discovers drivers of revenue capture and benchmarks against best practices. Enables the creation of a roadmap to world class sales excellence.
1. Sales Engine Model - Rapid Insights™
Relationship of 10 Key Revenue Drivers to Sales Growth Percent
High
9.0
-0.0256x
y = 8.2112e
2
R = 0.2467
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Performance Score
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Confidential - Sales OverDrive LLC, 2013
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Low
Sample Size of 300 Client Engagements