Analysis of your sales pipeline / forecast
Managing your Sales pipeline is easy using the built in ISS quotations and forecast assessment tools.
Many sales lead organisations suffer from over optimism or even worse pessimism from the different personality trends within their sales force.
This can cause particular headaches for Sales Management when it comes to truly understanding the accuracy of their sales pipeline.
On generating a quotation / estimate you are required to complete a Forecast Assessment Sheet (FAS) which prompts a series of questions covering the 4 major topics that should be taken in to consideration.
They are:
- Budget?
- Solution?
- Understanding of the Decision Making Process?
- Any competion?
By using a common FAS for every quotation generated , you will establish a measuring tool which is common throughout your sales force and will allow you to predict the month, quarter, and year end estimate accurately of each sales person as well as the whole sales department.
There are other disciplines which can be implemented regarding the follow up of quotations generated based on the probability of turning the quotation into an order.
It is recommended that the territory Sales Manager is responsible for quotations that have a score of more than 70% probability and internal sales / telemarketing responsible for communication with any quotes that score less.
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