The end of the quarter is approaching, what do sales managers want? Easy answers. Answer these 4 questions to guarantee their sales pipeline accuracy to increase sales volume and increase sales pipeline efficiency. Here are 4 questions that sales managers can ask to test for sales pipeline accuracy.
The Pipeline Is The Lifeline Of A Company
A robust pipeline is the key to success 99% of the time
- To predict if a company will meet its numbers, look no further than the pipeline
- Assuming that the pipeline is accurate, which is not always the case
Answer these questions for more accurate forecasting
We should let management know with confidence, that we have the latest information to assess when a deal will close
- To be confident, ensure strong communication, knowledge of all the decision makers, and whether procurement is involved
- Look at how long has the opportunity been around, and how many sales calls are being made
Don’t Over-Promise and Under-Deliver
Sellers must first build their pipeline, then ensure as much accuracy as possible in the numbers they offer
Do We Know All Of The Decision Makers?
The key is to meet as many decision makers as possible who would be willing to champion your solution.
- Every successful sales cycle needs to have sales calls that end with an advance and not a continuation. An advance moves the sale forward.
Asking The Tough Questions Versus Having An Interrogation
A key component of a manager’s role is to work with their salespeople to manage and report their pipeline.
- There is a fine line between asking questions to ensure accuracy of the pipeline and turning it into an interrogation
What Was The Latest Communication With The Customer?
Have you summarized the value of your solution and does the customer agree with you
- If the customer is avoiding you, don’t be optimistic.
- When the customer gets back to you every time you call, you should feel confident that they want to work with you and that you are providing good value
How Long Has The Deal Been In The Pipeline?
If it has been forecasted for six months or more, what is holding it up
- How often is the salesperson meeting with the customer
- Customers can be cautious on moving forward since change is always risky
- The larger the price tag, the more risk there is
Is Procurement Involved?
Is procurement involved and what are their needs before they’re ready to say yes
- Do we need to sign their contract which is a part of their criteria for doing business
- If not, ask if procurement or purchasing will be involved in the decision
