Sales Pipeline Management

The sales management process offers companies the opportunity to leverage the efforts of all of those participating in business development. Whether a company has one person building new business or hundreds or thousands, the company will have sales management activity.

Here are some of our observations regarding sales management:

1. Companies tend to support the selling process, but often neglect supporting the sales management process.
2. Companies often provide their sales staff with skills and product training, but rarely provide sales management training or tools.
3. The biggest challenges facing sales managers include:
1. Not knowing how best to allocate their time among the people they manage
2. Inability to distinguish staff's effort from their effectiveness
3. Inaccurate forecasting information provided by overly optimistic sales people
4. Not knowing what specific training would most benefit each of their sales people (one could need help in getting first appointments, another in closing)
5. Lack of tools provided by top management to use in managing the sales process
6. No visibility into the middle of the pipeline, just see what is going in and coming out.

M-Power, Our Pipeline Management Software addresses these issues.

M-Power Drives:

• Increased and Consistent Prospecting
• Shortened Sales Cycles
• Increased Closing Ratios
• Greater Salesforce Effort and Effectiveness
• Proactive Sales Management
• Sales Management to Revenue-Focused Activities
• Activity from Real-time Forecasts