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Pipeline Analysis

The document provides an overview and guidelines for a sales workshop focused on pipeline analysis. The summary includes: 1) The workshop objectives are to achieve sales targets through identifying opportunities using a pipeline analysis process. 2) The key aspects of a good pipeline analysis covered are: opportunity calculation, account segmentation and targeting, sales process/pipeline, and comparing the pipeline to targets. 3) Calculating opportunities involves determining what can be sold, average profits, and monthly volumes. Account segmentation involves ranking and rating accounts. The sales process stages are planning, creating, qualifying, developing, proving, negotiating, and closing deals.

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Anastasia Bernike
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116 views15 pages

Pipeline Analysis

The document provides an overview and guidelines for a sales workshop focused on pipeline analysis. The summary includes: 1) The workshop objectives are to achieve sales targets through identifying opportunities using a pipeline analysis process. 2) The key aspects of a good pipeline analysis covered are: opportunity calculation, account segmentation and targeting, sales process/pipeline, and comparing the pipeline to targets. 3) Calculating opportunities involves determining what can be sold, average profits, and monthly volumes. Account segmentation involves ranking and rating accounts. The sales process stages are planning, creating, qualifying, developing, proving, negotiating, and closing deals.

Uploaded by

Anastasia Bernike
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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SALES WORKSHOP

PIPELINE
ANALYSIS
by Anastasia Bernike
Key Points to Cover
WHAT THE GUIDELINES INCLUDE

Workshop Objectives
Opportunity Calculation
Account Segmentation 
Sales Process (Sales Pipeline)
Pipeline vs. Target
WORKSHOP' S OBJECTIVE

How to Achieve Sales Target


through Opportunity Identifying
Process / Analysis
Four Key Aspects
FOR A GOOD PIPELINE ANALYSIS

Opportunity Account Segmentation, Sales Process/ Pipeline vs.


Calculation Targeting & Strategy Pipeline Target
Calculating your
Opportunity
GUIDELINES

What to sell?
Services/solution we can offer
How much can we sell?
Gross Profit per service/solution
How many per month?
Volume per month
ACCOUNT
SEGMENTATION
RAD RANKING & RATING
ACCOUNT TARGETING

ALFA BETA DELTA


Significant business Moderate business potential; Little or no nearterm revenue
potential; limited future potential; contribution or insufficient data
to accurately access potential.
Highest priority for sales Limited resource of
resource investment investment No Sales investment
Account Strategy
STRATEGY TO USE TO APPROACH TARGETED ACCOUNTS

Hunting Farming Harvesting Gleaning


Sales
Process
BASIC STAGES
Sales Process
USING YODA METHOD

PLAN CREATE QUALIFY DEVELOP PROVE NEGOTIATE CLOSE

Identify potential Identify potential Get pain admitted Get pain admitted Prove Capabilities Final Negotiation Reach final
lead/opportunity. pain Diagnose sponsor's Diagnose decisioin- Review proposal Fine tune agreement
Conduct Identify potential pain maker's pain Ask for the Contracts Get necessary
segmentation sponsor Explore sponsor's Propose a plan of business document
Conduct account Get first meeting requirement next step Issue proposal signed
planning Negotiati access to Receive verbal
decision maker approval
PIPELINE ANALYSIS

PIPELINE vs.
TARGET
DO I HAVE ENOUGH PIPELINE TO ACHIEVE MY
TARGET?
Thank You!

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