Avoiding No Decision Outcomes – The Surprisingly Large Opportunity for Improvement
(A Never Stop Learning! Article)
What’s in this article for you?
- A Sadly Surprising Discovery
- A Painful Analysis
- Surviving BANT
- Surviving MEDDIC, MEDDPIC, Etc.
- Presales Input
- Senior Sales Staff Observations
- Three Reasons for No Decision Outcomes
- Re-Analysis and Illumination
A Sadly Surprising Discovery
A Head of Sales was reviewing his quarterly forecast and noted that a large number of opportunities had been “rolled-over” from the previous quarter. Curious, he examined several prior quarters and found a distressing trend: These opportunities had been rolling-over from quarter to quarter for several quarters and, in many cases, for years!
He said, “These will clearly never close…!” and removed them from the current quarter’s forecast.
He thought for a moment, and then asked a staff member to perform an analysis of all of the opportunities that had been forecasted to close in previous quarters but had not closed. A short time later, the results were presented…
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