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.

*The 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 needs more help in the opportunities throughout the entire process, but nevertheless he has managed to close three opportunities.
• Online Marketing was the most success lead source in the last 12 months.
• We generated lots of opportunities through the Events winning seven prospects with this source. However, if the team have more time to better understand potential clients at events, we could improve our performance on this channel.
• The least effective channel in the last year was hunting, but nevertheless we managed to won an opportunity through this medium. The low estimated revenue suggests that we should review whether it is an effective channel or not for us.

Analysis by Representative

	John	Laurel	Mike	Victoria
Prospecting (10%)	12%	10%	7%	15%
Proposal in Progress (20%)	24%	13%	8%	28%
Proposal Sent (30%)	33%	18%	25%	29%
Site Visit (50%)	56%	35%	43%	63%
Verbal Close (70%)	83%	50%	75%	83%
Negotiation (90%)	100%	100%	75%	83%
Sum of Est. Revenue	$545,867	$475,823	$225,821	$165,843
Avg. Revenue	$109,173	$79,304	$75,274	$33,169
# of Won Opportunities	5	6	3	5

Analysis by Lead Source

	Online Marketing	Events	Network	Hunting
Prospecting (10%)	20%	11%	10%	3%
Proposal in Progress (20%)	44%	15%	10%	5%
Proposal Sent (30%)	47%	21%	33%	6%
Site Visit (50%)	58%	47%	67%	13%
Verbal Close (70%)	78%	64%	100%	25%
Negotiation (90%)	100%	78%	100%	100%
Sum of Est. Revenue	$632,425	$577,248	$125,657	$78,024
Avg. Revenue	$90,346	$82,464	$31,414	$78,024
# of Won Opportunities	7	7	4	1