Archive for October, 2010

What’s Changed Asterisks Help You Check Your Deal Mix

Friday, October 29th, 2010

What’s Changed within Dealmaker Performance Coach gives you the complete picture of what has happened to your pipeline over time.  It’s the vital link of movement and velocity between 2 snapshots, 2 points in time.  You can see where deals have moved to, to where, or whether they have stayed in the same sales stage.

You also need to make sure you have a good mix of deals in your pipeline, and keep on eye on whether the deal mix changes because deals have increased or decreased in value.  A decrease in deal value over time may mean your team are discounting on price or not qualifying the deals properly.

Mouse over any asterisk next to a value and Dealmaker will tell you the increase or decrease, then you can drill into the detail and focus your efforts on the problem.

What's Changed Asterisks Help You Check Your Deal Mix

What's Changed Asterisks Help You Check Your Deal Mix

Reduce the Active Window as You Get Close to the Finish Line

Friday, October 22nd, 2010

Dealmaker is set up to default to the standard duration for your organization in Performance Coach Healthcheck.  As you get closer to the end of your month or quarter, you want to be sure your people ate working their deals weekly or even daily.

Reducing the duration filter down to, for example 7 days for active and and 14 or more days for inactive, will really give you a sense of how close your team is to the all-important deals.

Reduce the Active Window as You Get Close to the Finish Line

Reduce the Active Window as You Get Close to the Finish Line

Filter on ‘Count’ for the Number of Inactive Deals

Friday, October 15th, 2010

When you see red in Performance Coach Healthcheck, you know you have problem deals.  Healthckec defaults to show the value of the deals that are active, stalled or inactive, but you can change the Display As filter to show the deal count.

The you can tell if your inactive deals are made up of a lot of small deals, or maybe 1 or 2 really big deals that present a risk to your forecast.

Filter on 'Count' for the Number of Inactive Deals

Filter on 'Count' for the Number of Inactive Deals

Drill Straight Into Inactive Deals

Friday, October 8th, 2010

Performance Coach Healthcheck allows you to check on how active the deals in your pipeline are being worked.

After you’ve done your analysis and you spot a problem, you can drill straight into the problem number to isolate which deal is at risk and get your coaching back on track.

Drill Straight Into Inactive Deals

Drill Straight Into Inactive Deals

Your Color-Coded Check on Pipeline Health

Friday, October 1st, 2010

Healthcheck in Dealmaker Performance Coach allows you to compare the health of your individuals, teams or divisions at a glance.

Click on the plus sign to see your teams and then click the right arrow next to the team name to see how they compar by sales stage.

Here you can get an early warning on any deals that are inactive but should close soon.  Then you can drill on and focus your coaching effort.

Your Color-Coded Check on Pipeline Health

Your Color-Coded Check on Pipeline Health