HOW TO ASSESS YOUR SALES PIPELINE

Part of consultant's business is to identify and develop new consulting opportunities. They can formalize their process of business development by managing a list of their prospects, also known as their sales pipeline. Begin by generating enough leads to create a healthy pipeline. Once they hav...

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Bibliographic Details
Published inConsulting to management Vol. 17; no. 2; p. 18
Main Author Beam, Carrie
Format Journal Article
LanguageEnglish
Published Washington Institute of Management Consultants USA 01.06.2006
Subjects
Business metrics
Consultants
Guidelines
Management consultants
Meetings
Pipelines
Professionals
Proposals
Ratios
Sales management
Sales prospecting
United States > US
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Summary:Part of consultant's business is to identify and develop new consulting opportunities. They can formalize their process of business development by managing a list of their prospects, also known as their sales pipeline. Begin by generating enough leads to create a healthy pipeline. Once they have a variety of opportunities at different stages in the pipeline, they can start managing and charting their own sales leads. Here are some metrics you can use to measure your own pipeline: 1. call-to-close ratio, 2, survival ratio, and 3. dollars in the pipeline. Here are some tips from experts on how to assess how well their pipeline is working: 1. It should pull in a large number of leads. 2. It should narrow quickly, as the result of a good qualification process. 3. It should have a high ratio of proposals to sales.
ISSN:1530-0153