So, the pipeline is created. How to work with it correctly so that all efforts are not wasted? There are four main ways to use the pipeline to carry out effective sales. Let's consider them in more detail.
We prepare reports
To improve the flow of transactions, employees need to use various reporting forms, which should be trained. They can significantly simplify and speed up the decision-making process.
"Payment plan for tomorrow" - this form motivates the employee to think ahead about the future and understand their responsibility for the daily result. Past success does not justify inaction in the future. Work should be more rational and conscious.
"Weekly Payment Plan" - this approach shareholder database helps you look into the future and take proactive measures that will affect your pipeline dynamics and help you develop several steps ahead.
We control execution
The head of the department monitors the status of each transaction conducted by his employees. He does this daily, evaluating the work of employees in two stages.
Before creating reports in CRM, salespeople enter information about plans for the week and each day. Then, using appropriate filters in CRM, the sales representative receives a table that looks something like this:
Counterparty / Transaction amount / Transaction stage / Product-service / Manager / Probability
The probability of a successful transaction depends on its current stage. For example, you can use a probability scale to display the stages of the transaction.
A commercial offer has been sent – probability of payment up to 50%.
Sent the contract – 50-70%.
The contract has been signed – 70−90%.
The invoice is 90-100%.
The ability to pay for a transaction may depend on the industry the seller operates in, as well as the level of the person making the decision on the transaction.
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We are activating the promotion of deals
The pipeline can be optimized by paying attention to three key aspects.
The head of the sales department monitors changes in the status of each transaction and takes measures to ensure that transactions are not delayed, he holds personal meetings with employees and reminds them of deadlines. He does this 2-3 times a day. The duration of a transaction can be up to 1 month.
ROP monitors the change in the number of transactions for each manager. It is important that the manager closes transactions on time and replaces them with new ones. If necessary, their number can be adapted, for example, increased.
The ROP is obliged to control the average check level in the pipeline. If this indicator does not correspond to the planned values, then it is necessary to adjust the salesperson's communication strategy with clients. In this way, it is possible to teach subordinates to sell more expensive goods and conduct up-sale and cross-sale.
Ways to work with a pipeline