“Plan, do, check, act”. Sales Managers often quickly move from “check” to “act” based on insights from their Sales Funnel. But, can they trust these insights?
The reliability of these insights is directly related to the consistency of your data in the Sales Funnel. You can only build reliable consolidated insights if your team is consistently using the agreed sales processes, with the same interpretation as their peers.
When scrutinizing a Customer’s Sales Funnel definition, we too often find interpretation differences in things that seem obvious. For example, John’s project entering the Offering Phase might not actually be as complete as Susan’s project entering the Offering Phase. Interpretation differences lead to inconsistencies that build on top of each other and will mess-up the insights from your Funnel.
I challenge you to check your status quo. Start with some of the critical insights you currently use. Validate the related definition by asking several people in your team their interpretation. Have you identified an interpretation gap? Make the necessary fix to your sales processes and re-align your existing data! When you get stuck in related definitions and lose oversight: reach out and see how our best-practice Sales Funnel definition can get you back on track!
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