Archive for November, 2010

Compare The Velocity of Your Lost and Won Deals

Friday, November 26th, 2010

Did you know that although you might think it takes a second to lose a deal, it actually takes 50% longer than it does to win a deal?  These are the deals that if you’re honest with yourself you or your team shouldn’t have been competing for at the outset.

Performance Coach Velocity allows you to use the deal status filter to compare the velocity of your lost deals against your won deals.  This helps you see where the lost deals started to go south and the sales cycle lengthened.  Then you can correct the problem and either qualify out of future bad deals or coach yourself or your team so you don’t get outsold again.

Compare The Velocity of Your Lost and Won Deals

Compare The Velocity of Your Lost and Won Deals

Broaden the Window to See Your Sales Velocity

Friday, November 19th, 2010

Performance Coach Velocity allows you to understand how quickly deals go through your pipeline so that you can focus on accelerating the velocity.

If you’re looking to analyze deal velocity during a certain period, make the filter window start before the period and end after it.  This will give you a truer picture of the period because Velocity analyzes deals which both started and completed during the period.  Otherwise you and teams won’t see the velocity of deals that started just before the period or completed just after it.

Broaden the Windows to See Your Velocity

Broaden the Windows to See Your Velocity

Progress or Regress? Let the Green Cell Guide You

Friday, November 12th, 2010

When you’re in What’s Changed, you get a full, comprehensive of picture of movement through your pipeline between 2 points in time.

If you want to get a quick sense of whether deals are moving forward, or moving backwards, just look at the diagonal line of green cells.  These are your ’steady state’ cells, where the values have started and finished in the same stage during the period in question.

If the value is above or to the right of the green cell, it has moved from the stage on the left axis of the table, and finished in the stage under the top axis of the table.  If it’s to the left or below the green cell, it started at the stage on the left axis of the table, and has moved back to the stage under the top axis of the table.

So, in the example below, $4,250,000 has progressed, whereas $190,000 has regressed, or gone back.

Progress or Regress? Let the Green Cell Guide You

Progress or Regress? Let the Green Cell Guide You

Click Through to the Detail on What’s Changed

Friday, November 5th, 2010

When you deal values going backwards or forwards, sometimes you want to get straight into the detail of which opportunities those values represent.  Clicking on the specific value lets you see the detail on the opportunity, what stage it started at and finished in.  Then you can click on that opportunity name and get straight into the qualifier assessment screen for that opportunity.

Click Through to the Detail for What's Changed

Click Through to the Detail for What's Changed