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If the sales team is properly using the pipeline, then sales leaders can get a truly accurate view of the conversion ratios between one stage and the next. After watching these conversion ratios for a few quarters,[link widoczny dla zalogowanych], you will be able to create an accurate forecast based on historical facts. From here,[link widoczny dla zalogowanych], you can develop a forecast that is within 5% accuracy everytime.
An eight-stage pipeline is a good example of how measuring the percentage of progress through the pipeline can assist with sales forecast accuracy. In this pipeline, we have several phases: We start with discoveryand prequalification, and then move into qualification--checking on a prospect’s budget, timeframe and the decision makers for the process.
By applying this fundamental change of measuring percentage complete as opposed to probability of close to your sales process,[link widoczny dla zalogowanych], you’ll not only gain accuracy in your forecast but also will encourage your sales team to utilize the sales pipeline in the way that it is supposed to be used and in the way that will allow you the most visibility into your opportunities.
Welcome to “Stop Guessing! Sales Accuracy Redefined.” In this article series, we’ll revisit the concept of a sales pipeline and explain why it’s so important to create an objective percentage measurement for the pipeline instead of the subjective measurements too often used by sales teams. Read on to change the way you view your pipeline and your ability to forecast success!
When a seller thinks that moving an opportunitythrough the pipeline increases its probability of close,[link widoczny dla zalogowanych], they’re less likely to use that pipeline accurately. They will hold back on moving deals into fully qualified stages until they are convinced that they will close, limiting the opportunities they put into the pipeline in the initial stages because they don’t want to use the pipeline to mange deals that they might lose. They arbitrarily change the probability percentage to match how they “feel” about the opportunity.
In rethinking the sales process this way,[link widoczny dla zalogowanych], every step of the process represents a set of tasks or activities that have to be complete in order to move the deal through the pipeline. It’s no longer the probability of close—a subjective opinion from the sales rep—but the percentage complete in the sales cycle—an objective statistic based on facts.
By Colleen Francis
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Measuring an opportunity in terms of the percentage of the pipeline completed instead of the probability of the sale itself happening helps emphasize that sales pipelines and forecasts are objective,[link widoczny dla zalogowanych], scientific tools that require sales reps to follow a very specific process.
However, when the measurement is changed from probability of close to percentage complete, sellers will use the pipeline to track all opportunities and you will have an accurate measure of how opportunities convert from inception to close.
Afully qualified prospect would get a proposal, go through a negotiation stage and enter a closed stage. Whether the deal is won or lost, it’s still,[link widoczny dla zalogowanych], in the end,[link widoczny dla zalogowanych], closed.
It’s common for leaders to measure their sales pipelines by the probability of the deal closing. And, a common mistake. Probability of close is a subjective measurement that requires the sales rep to make a judgment about their chances of making a sale. It requires interpretation,[link widoczny dla zalogowanych], bias and is ripe for abuse. Instead, you should be measuring the progress of a prospect through your sales pipeline, with each stage representing the percentage of the way through the pipeline that the opportunity has reached. A complete sale is defined as one that is either closed or lost.
Author's Bio:
In our next article,[link widoczny dla zalogowanych], we’ll be taking a deeper look into the specific stages of the sales process, and how applying percentage complete can help your team move through them.
This change requires a shift in thinking,[link widoczny dla zalogowanych], of course. Saying that a negotiation is 90 percent complete no longer means that it’s necessarily 90 percent likely to close. You may only close 60 percent or 70 percent of the deals you negotiate,[link widoczny dla zalogowanych], which is something that you’ll know based on past data and history.
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"Blessed are the peace-makers... because they will accumulate plenty of Frequent Flyer points."
"Say 'No' to racism!"
Always look ahead and never look back,
believe you can make all your dreams come true.
Always believe in the best you can be
and have faith in the things that you do.
By craig
See all Articles by Craig LockSee Craig Lock's Expert PageGet Updates on SportsGet Updates on Craig Lock Average: 0 Your rating: None Tweet
"Success is doing the best you can, in as many ways as you can.
It is being just and honest and true - not in a few things,
but in everything you do.
"Ideals are like stars; you will not succeed in touching them with your hands, but like the sea-faring man on the ocean desert of waters, you choose them as your guides and following them, you reach your destiny."
Carl Schurz (US General and politician (born in Germany 1829-1906)
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Author's Bio:&nbsp,[link widoczny dla zalogowanych];
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There is no limit to the goals you can attain,
or the success you can achieve...
your possibilities are as endless as your dreams.
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*
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SPORT FOR PEACE
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far-off New Zealand share the common bond of humanity: the pain, the sadness, suffering and joy inherant in the human condition, no matter where in the world
you may live."
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SPORT TRANSCENDS ALL BOUNDARIES
Craig’s blog (with extracts from his various writings: articles, books and new manuscripts) is at and
Other Articles are available at: and
(Personal growth, self help, writing,[link widoczny dla zalogowanych], internet marketing, spiritual, ‘spiritual writings’ (how ‘airey-fairey’), words of inspiration and money management, how boring now, craig and may be freely published)
- Langston Hughes
PPS
"Together, one mind, one life at a time, let's see how many people we can impact, encourage, empower, uplift and perhaps even inspire to reach their fullest potentials."
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THESE THOUGHTS MAY BE FREELY PUBLISHED
The great power (and passion) of sport to unite (union between nations through sport). It connects sports-people beyond race, different faiths and beyond ethnic divides
...so helping heal divisions and building bridges between peoples, cultures and nations. Most importantly, sport gives hope to people.
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- Dr Martin Luther King, jnr
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Forget about the mistakes you've made yesterday,
the lessons you learn will prove valuable for today...
Never give up and think that you're through...
for there's always tomorrow and a chance to begin brand new.
Shared by "Sport for Peace"
This short extract from Craig's new manuscript, 'Peace Lives WITHIN' is based on the ground idea that peace begins within. Like Aladdin's lamp, the universe responds to the myriads of our individual consciousnesses. The keys, the solutions to a more peaceful world are based around some of histories greatest witnesses to peace: 'noble spirited and great souled' figures ('messengers') like Jesus, Gandhi, Buddha, Moses and Mohammed (and also evidenced in the inspiring words of Martin Luther King). In their quest for world peace, they all discover that each one of them has to be the change they want to see in the world ('Unity in Truth') and that's the common message we can ALL learn from these 'masters' teachings.
Article Title: Sport For Peace
Submitted by: Craig Lock
Category (key words/tags): Sport, Empowerment, Inspiration, Words of empowerment and inspiration, building bridges, breaking down barriers
Whatever it is that you seek in life,
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whatever you try to reach - whatever you plan...
can all be yours - if you only believe you can!"
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· Look at your assets and what you have to be grateful for Gratitude is a great place to begin the process of transformation The Universe responds to gratitude by bringing more things for which to be grateful · Then begin monitoring your thoughts How are you self-sabotaging your life with negative thoughts and emotions If it helps to bring it to the front of your mind keep a list of negative thoughts that emerge into your consciousness Take that notepad with you everywhere—at home at work in the car in meetings and with your partner lover or spouse Catch yourself in the act
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