Select a page

Contact us at 443-692-8338

New Sales Pipeline Measurements

“It’s common for leaders to measure their sales pipelines by the probability of the deal closing. And a common mistake. Probability of close is a subjective measurement that requires the sales rep to make a judgment about their chances of making a sale. It requires interpretation, bias and is ripe for abuse. Instead, you should be measuring the progress of a prospect through your sales pipeline, with each stage representing the percentage of the way through the pipeline that the opportunity has reached. A complete sale is defined as one that is either closed or lost.”

Read more.

mcgrawmarketing‘s insight:

First, kudo’s to whomever thought it was great design to put white text on a powder blue Pipeline Strategy.  🙁

Second, this is a fantastic example of how to move beyond the “I think this is a done deal and it’s worth $1 kajillion in revenue…” to a process with some rules, parameters and critera so you can get a clearer understanding of the pipeline.

I have helped a few businesses create similar processes – with a few less stages based on their business. (And we used a font color that was easier to read…okay, sorry, I will stop harping on that.)

Have you set up anything similar to this?  How’s it working?  If you haven’t, do you think this could help?

Like to receive information like this every week?  Learn more.


Leave a reply

Your email address will not be published. Required fields are marked *


Google Analytics Alternative