The Ultimate Sales Executive Resource

AUGUST 31, 2006

How does this story fit into the context of the last entry about the usefulness of the metaphor of a Sales Pipeline for our list of known opportunities? Further development of the Leaking Sales Funnel Concept will eventually lead us to an alternative way of forecasting. So that later you can appreciate the benefits of a Funnel Based Forecasting Process, I want to first make you aware of flaws in forecasting process that can be observed today in the field.

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The Ultimate Sales Executive Resource

AUGUST 30, 2006

For those who hate having to check regularly if there is new contents by visiting The Ultimate Sales Executive Resource, I have added some “push” functionality". You can now subscribe to the RSS feed of The Ultimate Sales Executive Resource by activating the respective link on the side bar. Once activated, this will allow you to read this Blog with a news reader.

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The Ultimate Sales Executive Resource

AUGUST 29, 2006

My short answer is no. After having given you some hints that should help prevent you from suffering from “Sales Executive’s Tunnel View” when faced with too thin a pipeline, let us allow ourselves to be a bit more philosophical today. I promise that this discussion will provide the platform for more practical topics I plan to bring to you in subsequent entries.

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The Ultimate Sales Executive Resource

AUGUST 28, 2006

In the last entry, we used the rule of thumb that only a fraction of the deals a Sales Executive and his/her team are currently working on will actually close. We have discovered that increasing the number of deals in a business with long sales cycles does not necessary produce the desired outcome of higher sales or even making the numbers. The rule of thumb can actually be expressed in a mathematical formula saying: The Sales at a point in the future from now (t + x) are equal to the sum of the

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The Ultimate Sales Executive Resource

AUGUST 27, 2006

I still have to meet the sales executive who is happy with her/his pipeline. When you ask them for the reason of their concern, the answer usually is: “it is not fat enough”. How do they know this? Obviously from experience. They know that only a fraction of the deals they and their people are currently working on will be won. The rule of thumb often heard in the High Tech Industry is that one out of three deals is usually won.

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