SOMAmetrics Business Consultancy
Deadly Sales Disease
Funnel Bloat
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IssuesComposition
Viability
Movement
Sales Funnel Composition
❖ Many sales managers look at the size of the sales funnel, but don’t check the viability of deals
❖ Rule of thumb: sales funnel should be 3-6 times the revenue objective
Deal Viability
❖ Often, 80-90% of deals are more than 2 years old
❖ New deals: after the initial call, Sales Reps need to validate the quality of a lead (need, interest decision process, timeframe)
Deal Movement
❖ many deals are stalled within the sales funnel in the various stages prior to ‘closed’ or ‘closed - lost’ for many months or even years
SOMAmetrics
The CureSales Methodology
TrainingFunnel Inspection
Sales Engagement Tools
The Cure for Sales Funnel Bloat
1. Develop a sales methodology that works for your company
❖ targets, pain, timeframe
2. Figure out the number of stages your deals go through; and which triggers move deals to the next stage.
3. Re-train your team on the sales methodology and make sure they understand it.
4. Take a fine toothed comb to your current funnel: any deal that is older than your required time frame should be removed and re-qualified/put in a nurture program.
5. Build Sales Engagement Tools that support deal movement.
❖ ROI calculator, demo, Memorandum of Understanding
6. Be ruthless with any deal that is added to the funnel: “Get the bad news early.”
The Author - Alicia Assefa
❖ Over 25 years of Telebusiness and Sales Management Experience
❖ Her experience at over 50 companies has helped her to create a set of field tested best practices.
❖ Chief Operating Officer at SOMAmetrics, a business consultancy.
❖ Please email her with any questions or inquiries: [email protected]
❖ www.somametrics.com
❖ 510.206.9263