Shape and Velocity Management
- Topics:
- Assessment
- Source:
- Market-Partners
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Overview: There is a never-ending list of sales measurements, most of them are trailing indicators, only giving us “hindsight” into what happened. Even those few measurements we employ that do look at the sales process before the order occurs are missing the essence of powerful sales management: the shape and velocity of your funnel. This as an elegant and powerful approach to unlock the gates to forward visibility and proactive activity management. Like any measurements, the shape and velocity of our funnel is only useful when it can result in meaningful management action. However, the shape and velocity numbers can be powerful indicators to trigger and determine our involvement. The reason we can make the link between management involvement and the shape and velocity of the sales funnel is two fold: firstly, the shape and velocity of the funnel are directly related to the activities that our sales people engage in and secondly, we can only manage activities, not results.
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Format: PDF | Size: 141KB | Date: Jan 2003 | Pages: 7
