- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
💡 1. Current Selling Period Pipeline Health
Whether you sell based on a monthly or quarterly sales cycle, how healthy is the current pipeline (qualified opportunities expected to close this period)?
And how confident are you based on that pipeline sales and quality that you’ll hit or exceed your sales goal?
💡 2. Qualified Pipeline For The Next Two Selling Periods
Most sales organizations put their entire focus on the current selling period, and don’t start looking at the next selling period until, the first day or week of that next period.
If you sell on a monthly sales cycle, you should constantly keep an eye on the growth of opportunities 60 and 90 days out.
💡 3. New Opportunities Created
This measure is independent of specific closing date, but is absolutely tied to your common definition of what a qualified, new opportunity looks like.
It’s unlikely you’re setting up new qualified opportunities for nine months from now if you’re on a monthly sales cycle, but those opportunities will likely be spread out across 1–4 months in the actual sales pipeline.
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