Project Your Volume & Revenue By documenting your sales process, you can estimate the revenue expected from the prospects in your pipeline. You can also determine how many leads you’ll need to generate through different marketing activities. When you have a sales process with conversion rates, you can generate accurate pipeline and revenue reports. For example, if you have 50 prospects at the presentation stage, your process may show that 20% will become customers. That means those 50 prospects should deliver 10 new customers. Your process will also tell you when that should happen and how much revenue those prospect represent. You can use a similar calculation to project results from new marketing campaigns. For example, if a campaign should produce 100 qualified leads, you can estimate the number of meetings, presentations, and new customers the campaign will generate.
Summary EXERCISE SUMMARY
When to Address
Who Should Participate
Where to Use the Results
After you’ve defined your sales process and conversion percentages at each step Business leaders: company founders, owners, presidents and vice presidents Marketing and sales leaders Finance Use your results in your revenue forecasts, marketing campaign projections and marketing plan & budget.
With a precise & well-‐defined selling process, you improve your revenue forecasting and can make better decisions on what types of marketing campaigns to design to Why it’s Important hit your customer/revenue targets. Your marketing campaign design and media selection attach to the front end of your What Builds Upon it sales process to determine the number of leads that will flow into the process.
15 minutes to a few hours, depending on your situation
Sales Process Project Your Volume & Revenue
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