NEHANET Corporation

Why Your Opportunity Management Isn’t Effective

When you only look at the number or $ value of opportunities sales has entered you miss the real story.

If you have an opportunity tracking system, one of the things you need to do is to get salespeople to input opportunities so you can track what is going and build some kind of outlook about what to expect in the future as a result of all the sales activity taking place. If you just look at it every quarter in business reviews, you get a picture but you don’t get a real assessment about what is really going to happen moving forward. We find that companies often beat sales into adding opportunities and just look at the amount in the funnel as a measure of their effectiveness.

What often happens though is that an opportunity gets put into the funnel and it just sits there with no updates and no progress.

Continue reading to find out why your opportunity management isn’t getting you the results it could.

Opportunity Sales Stage Duration Management