Sales Pipeline Analysis and Forecasting

Which prospects to pursue
Pipeline analysis and forecasting is the process of determining which opportunities should be pursued and what is the likelihood of success. Almost every sales organization has some type of sales pipeline and forecasting process. Very few do this well.

Unqualified prospects
Pipelines are often unqualified or qualified by the wrong criteria. Forecasts are typically tied to a stage of the sales cycle with the erroneous implication that the longer a deal is pursued the higher the chances of winning become.

Our solution
A well organized and disciplined pipeline and forecasting process provides the best way of predicting sales performance in terms of revenue and timing.

• Scrub all sales pipelines as the first step in cleaning out bad and low potential business
• Organize pipelines according to retention, expansion, new business and de-investment priorities
• Use consistent criteria to objectively calculate if demand is present, if the opportunity should be pursued, the timing of the purchase and your competitive position

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