Funnel-management: everyone talks about it but no one knows how to do it.
The problem spans multiple dimensions, such as region, market segment, rep and/or distributor, customer size, sales process, and account rep — and so you need to approach the problem in a multi-dimensional way. If you do not have a clear insight into the bottlenecks in your sales processes, how will you fix them properly? The answer does not lie in putting pen to paper or in creating yet another Excel spreadsheet.
There are 3 key capabilities that can help you drive the velocity of business moving through the sales funnel. Continue reading.