INCREASE PIPELINE CONVERSION RATES AND VELOCITY.
- Measure and monitor standard pipeline KPIs, such as the amount/value of pipeline by sales cycle, conversion rates between stages, velocity between stages, number of opportunities per stage, and win rate percentage
- Compare current pipeline stats to previous time periods
- Identify which sales cycle milestones are leading indicators of a deal closing
- Determine if sales velocity is accelerating in accordance with strategic objectives
- Determine if there’s sufficient pipeline to support sales forecasts