SALES PIPELINE MANAGEMENT
Issues:

Current software systems like SAP focus on what happened in the past and have sophisticated tools for analysis. But it is more important to focus on the future and understand what is in your sales pipeline.

Solution:
We assist the client to develop a structured prioritization process that creates a joint understanding of the value of each sales opportunity and aligns the resource allocation and behavior of the sales force accordingly.

Project Steps:
1) Formulate overall sales prioritization strategy.
2) Decide on specific prioritization criteria.
3) Install opportunity monitoring and tracking process (e.g. SalesWip System from Wavoka Inc.).
4) Focus the entire organization on the opportunities with the highest priorities.
5) Simplify reporting and planning process by linking it to the sales pipeline data.
Picture - Elements of Sales Opportunity Value