How do you discover the "bottlenecks" in your sales process? Any examples you can share?
Sort by:
CSO in Educationa year ago
When I know my pipeline is bloated or stuck. When I see very low conversion. What's yours?
What sets us apart?
No selling.
No recruiting.
No self promotion.
Take Your Insights On-the-Go
I usually measure two indicators in the sales process regarding its fluidity towards success :
1. Potential overloads - mostly happens in closing stages with contracts and paperwork. Only remediation is anticipation and pushing all along the quarter to initiate those time consuming activities.
2. Velocity : measuring not the full cycle time, but each steps, though ensuring that each step in the processes is respected. In other words, one needs to ensure that each step has the right number of opportunities to make sure the process is fluid over time.