Funnel Management with a “success checklist”, and earned value
Whether you manage sales, delivery, finance or are a company’s CEO, you need visibility on opportunities in the sales pipeline. What you don’t need are hidden opportunities, or inflated forecasts. Managing a sales funnel is tough, and unique to each company and product or service offering. The good news? A “success checklist” can be built in SmartFunnel for your B2B sales, based on your own experience of wins/losses. With SmartFunnel you easily plan and track actions to win each Deal, while providing high level funnel summary reports – in real time.
SmartFunnel has an intuitive click-to-advance interface to monitor earned value, and suggest areas needing attention. Using visual techniques that indicate forward-looking revenue progress on each Deal (gross value, and/or weighted by your customized progress scoring), it gives management a rolled up report they can rely on. The opportunity summary can also be presented in multiple formats – as a Sales Pipeline (6 months) or as a Sales Planning grid (12-36 months).
Know Where You Stand
Once SmartFunnel starts logging sales activities, it analyzes and adjusts the earned value the deal represents. Every update you make that takes a deal further along through the stages, the deal’s value grows.
Define your “success checklist” as stage definitions for each of your Deal types. Both stages and sub-stages can be customized – and updated in minutes.
Know Where You Are Going
SmartFunnel’s dashboard includes trend lines on gross funnel value, alongside the weighted funnel value (“earned value”). These trends are leading indicators of a sales rise or fall.
SmartFunnel gives executives dashboard reports that help with forward planning. Have more confidence in revenue forecasting, while replacing spreadsheets and big headaches trying to roll up sales data.