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Learn From The Past, Predict & Influence The Future!
Blog / Pipeliner CRM / Dec 3, 2018 / Posted by John Golden / 548 

Learn From The Past, Predict & Influence The Future!

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There is still far too much “guess” in work today and when it comes to sales, guesswork can take on very creative and almost artful forms. You might argue that in the era of big data, guesswork should be a thing of the past but here’s the thing; big data has gotten pretty conflated with data overload. In other words, as technology has made data easier to collect, some have become data junkies and let’s be honest, there is nothing many executives like better than pouring over copious amounts of data points. My argument has always been that it is not about big data when it comes to most sales organizations but rather it is about small data or to be more accurate “specific” data. If you can identify a manageable collection of Key Performance Indicators and diligently examine them on an ongoing basis you will see far more success than if you try to focus on too many – (forest for trees type of thing). We designed Pipeliner with this reality in mind.

With Pipeliner CRM you can define an array of Key Performance Indicators (KPIs) and have them instantly and dynamically available to you. No other system provides so much intelligent insight in such easy to interpret visual formats. But while most systems just look backward, Pipeliner CRM allows you to assess both Leading and Lagging indicators of success. You can review current pipeline trends, adjust focus or redeploy resources to ensure current forecasts are met or you can learn from the past, review and then update processes, skills, and tactics.

Velocity if one great example of a KPI that can immediately tell you how your sales process is performing and where there maybe opportunities to speed-up sales cycles or reduce drop-off at particular stages of the process. With Pipeliner you can not only see the overall velocity of your sales cycles but the individual velocity of every stage which is more important and useful to know.

Forecasting is critical to any organization in order to minimize such risks as cash flow, inventory and resource management and Pipeliner provide the most robust reporting engine available today to allow you to quickly view key pipeline data. This allows you to always have an early warning system so there are no surprises and the ability to act in time to influence the outcome.

Use our unique insights feature to visually review the performance of regions, teams, right down to individuals. Using indicators such as lead creation, lead conversion, wins and losses you can quickly see whether things are improving or deteriorating over a period of time – or even whether performance appears to be cyclical.

Whatever you identify as key for your business to track, Pipeliner CRM makes it easy and visual for you to do so. You won’t find another system that is as versatile as it is effective.

    About Author

    John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

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