Sales Pipelines – Win, Lose or No Decisions
Sales Pipelines – Win, Lose or No Decisions: from 3forward
After analyzing numerous sales pipelines for clients so far in 2012 we are seeing a trend has continued to gain strength over the last 8 quarters, and that trend is that the competition is stronger than ever! What a surprise you say to yourself, you’ve known that for along time. The real question is; do you know who your biggest competitor is? Is it competitor X or competitor Y, or perhaps that new company that just moved into your best territory?
The answer may be a shock to you; your biggest competitor may actually be the dreaded “No Decision”.
No decisions are usually deals whose decision timeline keeps slipping well past their forecasted close dates without substantive reasons from the account. The rep will give reasons for the ongoing slippage such as, “Someone is on vacation,” There is a new senior executive that needs to be briefed,” or the client has changed internal processes that must be completed before the sale can close. The truth is that poor prospect qualification and selling too low in an organization are typically the two main root causes to no decision deals.
Poor Qualification – Cause 1 in Most No Decisions
Poor prospect qualification often results from sales reps self-selecting sales targets.Each rep has a unique concept of what the perfect prospect looks like. If your company does not have a lead generation program running in sales or marketing, then every rep is forced to fill their pipeline with any and all possible fits. (Sales reps know better than to have too few deals next to their name).
As reps try to force fit too many wrong prospects into your products or service two things happen:
- They waste valuable internal resources pricing and proposing deals.
- They cause your overall sales pipeline to become bloated with non-qualified deals.
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