Sales Pipeline Analysis
Intelligent insight into sales pipeline is a prerequisite for any improvement. CRM software with excellent sales reporting can give you the information you need to ramp up those sales results.
First and foremost, what is a sales pipeline?
Defined: the process that’s composed of the conversations with prospects that lead to closed deals and fall within the timeframe of your normal sales cycle.
In more human terms, your sales pipeline is every email, call and meeting, even the reps you met at last night’s cocktail party - all of the contacts that have taken place during your sales cycle. Most of the conversations are in the early stages of your pipeline - the people that you think need what you’re offering. With others, you’ve already established a good need-offering fit and are driving toward a close.
The 4 levers of sales pipeline analysis
Sales pipeline analysis is all about the old mantra “what you can measure, you can improve”. But before taking measurements, you need to make sure you’ve defined your pipeline’s sales stages. Having done that, you’re ready to move on to the 4 metrics that make up the sales pipeline:
- Number of deals in your pipeline (#)
- Average size of a deal in your pipeline ($)
- Average percentage of deals that successfully makes it through the pipeline - or lead-to-customer conversion ratio
- Average time deals stay in the pipeline before they are won - or sales velocity (days)
How to improve - well it’s easy
Improvements can be made in all four areas. When we say easy, we mean it in an abstract sense. All you need to do is increase the quantity of deals, increase their size, get more people to convert and make the whole process go a lot faster - there’s the dark secret to sales success! You’re welcome. Actually we know it’s not that simple. What you need is to identify where your difficulties lie and that’s where CRM software comes in.
Sales CRM that gives you insight
Pipedrive is a web-based sales management system that gets salespeople and business owners organized. Using the sales pipeline view, you will always know which deals you need to concentrate on and which contacts you need to be emailing, calling or meeting up with. Nearly everything in Pipedrive is customizable, and it integrates with all the tools you need for running your business. The native mobile apps let you take the CRM software everywhere you go, and make sure you never miss an opportunity.
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Love this program. It is the only CRM that I actually want to use. Having a CRM that you don't want to use leads to your team not using it. What's the point of that. Pipedrive is built by sales people, for sales people.
Managing Partner & Senior Trainer, CAD Training Online
Pipedrive is a sales tool for small teams with big ambitions
We’ve built a CRM tool that’s great not only for salespeople, but also anyone wanting to get super organized and close deals in less time.
About half of our customers liked us so much they switched from their existing CRM; the other half didn’t even know they needed Pipedrive until they tried it.
