SOMAmetrics Business Consultancy

Deadly Sales Disease

Funnel Bloat

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IssuesComposition

Viability

Movement

Sales Funnel Composition

❖ Many sales managers look at the size of the sales funnel, but don’t check the viability of deals

❖ Rule of thumb: sales funnel should be 3-6 times the revenue objective

Deal Viability

❖ Often, 80-90% of deals are more than 2 years old

❖ New deals: after the initial call, Sales Reps need to validate the quality of a lead (need, interest decision process, timeframe)

Deal Movement

❖ many deals are stalled within the sales funnel in the various stages prior to ‘closed’ or ‘closed - lost’ for many months or even years

SOMAmetrics

The CureSales Methodology

TrainingFunnel Inspection

Sales Engagement Tools

The Cure for Sales Funnel Bloat

1. Develop a sales methodology that works for your company

❖ targets, pain, timeframe

2. Figure out the number of stages your deals go through; and which triggers move deals to the next stage.

3. Re-train your team on the sales methodology and make sure they understand it.

4. Take a fine toothed comb to your current funnel: any deal that is older than your required time frame should be removed and re-qualified/put in a nurture program.

5. Build Sales Engagement Tools that support deal movement.

❖ ROI calculator, demo, Memorandum of Understanding

6. Be ruthless with any deal that is added to the funnel: “Get the bad news early.”

The Author - Alicia Assefa

❖ Over 25 years of Telebusiness and Sales Management Experience

❖ Her experience at over 50 companies has helped her to create a set of field tested best practices.

❖ Chief Operating Officer at SOMAmetrics, a business consultancy.

❖ Please email her with any questions or inquiries: alicia@somametrics.com

❖ www.somametrics.com

❖ 510.206.9263