Sales Pipeline Valuator forecasts the revenue or profit results of an entire sales force or any subset thereof (e.g., region, zone, area, vertical market or product category having dedicated sales resources, incumbents of a sales position, individual position incumbent).
Sales training needs and successes
are revealed by identifying and assessing why
sales opportunities do and don't progress to
the next sales process stage.
•
Management can allocate the most appropriate
resources to strategic, profitable opportunities
- yielding higher realized sales through efficient
and effective resource utilization.
•
Pipeline management provides both performance
measurement and accountability, communicating
what is expected of salespeople.
Sales Pipeline Valuator includes up to ten, user-defined sales pipeline stages. The proportion of opportunities that progress from one stage of the pipeline to another - as determined by the user - provides the conversion rates used to calculate forecasted revenue or profit.
Sales Pipeline Valuator collects and summarizes forecasted revenue or profit by fiscal quarter and for up to five, user-defined product categories. Next, forecasted performance versus the stated new business objective for the sales organization being analyzed, is calculated. Finally, the software determines the total number of sales opportunities needed in the pipeline to achieve the new business objective.
Sales Pipeline Valuator is a CRM tool. It is initially configured to record, and track, up to 1,000 sales opportunities in the sales pipeline. The user can reduce, or add to, the number of opportunities by deleting or inserting rows in the sales pipeline detail worksheet (and copying formulas from one row to the inserted row). The only limitation on the number of opportunities (and rows) that can be added is the capacity of Excel.
Sales Pipeline Valuator utilizes the power of Microsoft Excel to perform all its calculations. The user's learning curve is accelerated due to the widespread use of Excel. The focus is on sales pipeline management and not on software navigation.