Thursday, September 06, 2007

Predictability is a function of the quality of forecasts


Selling Results
Bill Stinnett


There are only three ways to increase revenue, but fortunately we can measure and proactively manage all three, says Bill Stinnett in Selling Results ( http://www.tatamcgrawhill.com/).
First, the deal size, the money value of the transaction. “In the food service industry, deal size is often called the average ticket. In retail it might be sales per customer visit,” explains the author.

The second way is to work on ‘sales velocity’; that is, “how fast sales opportunities move through your sales pipeline or how many flow through in any given period of time.” For big-ticket sales, this is usually measured by the number of days in a sales cycle, but velocity is also determined by the number of opportunities you can manage simultaneously at any given time, says Stinnett.

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