Sales Funnel - Managing Your Sales Pipeline with Business Metrics

Sales Funnel Metrics

Integrating Sales, Marketing, Strategies and Financial Performance

to maximize corporate revenue growth

There are two elements of the sales funnel that need to be understood. The first is that the top of the funnel, containing both unqualified suspects as well as those prospects that are more qualified.

At The CxO Group, we believe that suspects don't turn into prospects until you have...

1. …a firm appointment…
2. …that firm appointment is within the next 21 days…
3. …the prospect knows it’s a sales appointment…”

The sales person has to address each type of prospect. The CxO Group estimates that more than 60% of all leads will eventually buy if your firm follows Value Forward Methodology setting effective business metrics. But all too often, leads that might be productive are dropped after only two to four ineffective contacts.

Value Forward Selling Methodology boldly addresses a subject too few sales trainers want to tackle: the tracking and managing of selling ratios.

The CxO Group helps our clients accomplish this with the use of sales and marketing metrics scorecards. Learn more >.

Sales Funnel Business Performance Improvement Specialists

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