Pipeline Accuracy
Incorporating verifiable outcomes into the CRM process keeps sales professionals and their managers aligned with progress at each stage in the sales pipeline. This approach sets the stage for effective coaching dialogues and develops greater confidence in the accuracy of forecasts at the individual, team, and organizational level. We recommend tracking this information in three dimensions:
1) Frequency of association of verifiable outcomes with opportunities
2) Close ratios from each verifiable outcome to a win/loss decision
3) Velocity from one verifiable outcome to the next
Many companies already employ verifiable outcomes in their sales process. The key – and what differentiates Richardson – is to identify outcomes that are truly leading indicators of customer engagement. The result leads to greater confidence in sales forecasts and, ultimately, business results.