Stay up to date and never miss a post.
Invariably, every quarter has a gap between deal forecast and what actually closes. It’s a source of huge anxiety. What if there was a way to reduce that gap and anxiety?
One way of eliminating the gap between forecast and actuals is a programmatic approach to measuring 1 Key Performance Indicator within your opportunities…
You’re moving along through the deal stages and suddenly the buying team goes silent. Emails are unanswered, phone calls go straight to voicemail – suddenly you’re up a creek without a paddle.
Sales velocity is a measure of how fast you are making money, how quickly leads are moving through the funnel and how much revenue new customers provide over a given period.
The proper process and qualification criteria will change from business to business, but the foundation is what’s important.
A close plan is a critical tool to effectively manage a sales cycle from new opportunity to close. It lays out the ideal sequence of events to move the deal forward, the qualification criteria to measure the opportunity, and it documents the stakeholders involved on the buying team.
Teams can now reinforce their sales process to add accountability, transparency and efficiency to their sales cycle. ClosePlan is available on the Salesforce AppExchange.
Our first conversation is with Gary Littlefair, a 30-year sales veteran who has held sales leadership roles at companies such as Sun Microsystems, BEA Systems, Oracle and Jive Software.