Superior sewing Sales pipeline management

METRICS

Number of Leads

Number of Prospects

Number of Opportunities

Number of Accounts in Presentation Stage

Close Rate (%)

Win rate ($)

- We need to track but being careful not to bury ourselves in reports. Instead, we should review the pipeline per stage taking a snapshot of what’s working and what’s not with a deeper review once a year. - The above represent the most important metrics to follow - Pipeline opportunity volume and weighting (Close rate – Win rate) Close Rate: Number of closed deals vs. number of opportunities in your pipeline (e.q. 5 deals closed vs. 25 opportunities 25/5=20% Win Rate: Revenue estimate from all your opportunities and actual revenue achieved when sales are closed (e.q. $150,000.00 in deals closed out of $500,000.00 possible opportunities = 30%. - Sales cycle length (From opportunity to close)