Sales Funnel Capabilities

• Each sales rep must input, and keep current, the following for each of their opportunities
• Description of the opportunity
• Deal size in dollars
• The position in the funnel based on the last phase line accomplished
• Expected client decision date
• Any additional forecasting information specific to the company’s sales operations management process
• Using the Funnel, each sales rep will be able to self diagnose and answer questions such as:
• Am I making quota for the month/quarter?
• Am I qualifying enough new business this month/quarter to make quota next month/quarter?
• Do I have enough business in my funnel?
• Am I making real progress and is my funnel flowing?
• How long is my sales cycle and what is my hit rate and average deal size
• How do my metrics compare to others?
• Using the Funnel, managers should be able to answer the above questions for their territory as well as questions such as:
  • What deals are expected to close by month end? quarter end? year end?
  • Where do we need to focus to make this quarter, make next quarter?
  • Where do we lose deals or get stuck?
  • What is the variance in sales performance metrics and what can be done to increase productivity of specific reps and across the board?