The Pattern of Pipeline Imbalance
Not atypically, if you take a look at a seller’s – and consequently an organization’s – revenue over the course of a year you will see peaks at the end of each quarter with a substantial peak at the end of the 4th quarter. This is commonly referred to as a roller coaster ride – which is very much in line with stress levels in the sales operation!
This is, of course, due to the fact that sellers are trying to do everything they can to achieve quarterly and annual quota objectives, including unnatural acts to close business prematurely.
And, unfortunately, at the start of each new quarter, and especially the new year, pipelines are barren and people are therefore doomed to repeat this pattern.
Pipeline Balance, 24 x 7 x 365
Enter the Adventace Sales Management System™, Where Methodology Meets Automation®, and a complete sales pipeline management system is provided for sales manager.
All the sales manager needs to do is enter important input parameters, and normally only once per year, and then SMS does the rest by performing two analyses.
The first analysis provided is the Pipeline Balance Algorithm™ (“PBA”). The purpose of the PBA is twofold:
- It helps sellers maintain a continuously balanced pipeline, “24 x 7 x 365”. It is designed to ensure continuous pipeline balance. In so doing, when a month, quarter, or year ends, it ensures that the seller enters each new period with a fully loaded pipeline.
- By achieving his/her PBA goal, the probability of achieving quota is very high.
Based on the sales manager’s inputs, SMS calculates the seller’s PBA goal. It then compares goal vs. actual. If a gap in pipeline balance is identified, then SMS determines what the seller must do to balance their PBA the following month.
The next analysis provided by SMS is the Pipeline Analyzer™. Once again based on the inputs provided by the manager, SMS calculates a seller’s ideal pipeline by stage, determines gaps, and provides a color-coded pipeline by stage so that gaps can quickly be rectified. SMS then provides a color-coded pipeline for the manager. A stage in green indicates that the seller is on target for that stage. Yellow indicates that the seller is between 75% and 100% of goal for a particular stage. Red indicates that the seller is under 75% of goal for a stage. The sales manager can then compliment pipeline balance recommendations made through the PBA by making highly surgical recommendations by stage.