Sales Pipeline Analysis
I developed a monthly report to analyze the Sales Pipeline, and recognize our the team should increase the efforts in the sales process. With this analysis, I realized that we were loosing opportunities in one key stage of the pipeline and that our % of win in bigger opportunities was higher. *Th e numbers in this report are not real, but serve as an example - I included different areas in this report, depending on what we need each time. Highlights: Although once we reach the verbal close stage the percentage of opportunities won exceeds that expected, we see that in the previous stages we must improve. Where we see the biggest gap, is once we send the proposal, so we should focus more effort on preparing the documents. To improve the winnings (%) in the site visit stage, we must make sure that the right people are in the room. The opportunities led by John are those with the highest percentage of success with the highest estimated revenue (in sum and in average). Mike nee...