The Sales Pipeline
Description of applied probability percentages
The LOOP report: Leads. Opportunities. Offers. Projects.
CUSTOMER RELATIONS
Intention By creating a sales pipeline, we get a tool to follow the progress with the customer prospects we have identified.
Process Start by choosing which customer segments or which customer responsible the LOOP report is made for. Continue by listing customers and offers in the four categories. Projects are orders which have not been set in motion yet. Offers are outstanding proposals. Opportunities are customers who have yet to receive an offer. And leads are customers, who you need to contact. Estimate an expected offering amount, as if the customer were to receive one. Assess the probability of securing the order and calculate the estimated revenue.
10%
30%
50%
70%
90%
From idea to customer prospect
Contact with the customer prospect
Positive dialogue with customer prospect
Expectation of sale
Awaiting order confirmation
What are Wh s in my criteria th for saet’le OP ctingecLliO ents??
Customer segment Customer responsible: Type
Customer/Project/Contact person
Expected amount for offer
x (times) Probability
(equals) = Estimated revenue
Distribution of estimated revenue This month
Projects /Production (90%)
Offers (50-90%)
Finish of by distributing the estimated revenue over the coming months.
Next Step
Opportunities (10-50%)
Transfer your notes to an excel spreadsheet, where you can update the numbers regularly. Start with the initiatives that can increase the probability of sale with each customer. Move Leads to Opportunities and Opportunities to Offers.
Leads (10%-30%)
TOTAL
Date:
Name:
Company:
Next month
Later
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WORKSHEET
CUSTOMER RELATIONS :: Sales :: Preparation of the Sale :: Pipeline www.startupcompany.dk
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