*Where have all my prospects gone?!?

Friday, January 29th, 2010

Have you ever wondered what happens to all the prospects your sales team contacts — and why more of them don’t end up as customers? Maybe your team is spending too much time with prospects that are not qualified or interested buyers, or perhaps the process falls apart at the end, when it’s time to actually close a sale. A sales funnel can help provide the answer by illustrating where potential customers fall out of the sales process.

 

What is a sales funnel?

In the broadest sense, a sales funnel is the graphical representation of the sales process. It usually starts with “lead generation” and ends at the “sale close.” It is an internal tracking system that follows what happens at every stage — which prospects get qualified, which ones don’t make it past a first proposal, and so on, right down to “sale closed.”

The biggest benefit of a funnel for salespeople is that by showing them where they lose potential customers, it gives them a better understanding of where they can improve their techniques — and leverage their strengths. For sales managers, a funnel provides better control of the process and can help them make the best use of the time they spend training the sales force. But a sales funnel is valuable for other departments, too. It can help a company’s top managers — especially manufacturing and production executives?— plan better since it can shed light on future sales and production issues.

How do I build a sales funnel?

Below is an illustration of how a sales funnel for a consulting firm might look. There is no one funnel design that is right for every company, and many companies have more than one funnel because they sell through different channels. Direct sales, wholesaler/distributor sales, Internet sales and inside sales each dictate different processes. Different products or services also have very different sales processes and therefore require different sales funnels.

 

 

 

 

For example, compare the cases of Interfuse Media, a company that sells advertising space in magazines, and ChemCo, a specialty chemical manufacturer. Interfuse is selling a fairly simple, easily understood product — ad space — for a magazine that is targeting pregnant women who are 35 years and older. ChemCo (not its real name), on the other hand, sells a wide variety of chemicals to industries as diverse as hair care, food and automobiles. Some of its products are commodities and require nothing more than a price quote along with the specs.

Others require trials before a prospect will be willing to commit to buying, and still other products are sold through distributors. Because the sales processes that these companies (and even the various divisions of ChemCo) use are so different, these companies will, by necessity, need to construct sales funnels that look different.

Drawing up a sales funnel is a process that needs to involve the constituents who benefit from it. There are many software programs that can help you capture and display all of the relevant data, from Excel to more sophisticated customer relationship management packages. But a sales funnel can simply be a step-by-step description of the sales process, and a listing of which prospective clients are in which sales stages. It is the process of analyzing and defining the sales stages and defining what it takes to move from one level in the funnel to another that is critical. Equally important is getting buy-in from the sales staff and managers, who will have to make the time to record how prospects move through the funnel — and when and why they fall out.

An individual or small team from within sales should begin by drafting a model of the sales process. One effective method is to draw a model of the sales process using removable labels (such as Post-it notes) and to put it up on a wall or whiteboard. This emphasizes that it is a draft document and stimulates discussion among staff members. It is important to remember that estimates of timing and success rates throughout the process are crucial components of the funnel. With a completed model, it is time to bring in the rest of the sales organization and the other constituents to provide their comments. After all needed changes have been made; you can distribute it to the organization.

Once a funnel is designed, it’s useful to measure performance on both a “micro” and “macro” level. The “micro” metrics will measure each phase of a sale — such as the time needed to move to the next stage and the percentage of prospects moving to the next stage. Macro metrics include how long it takes to get through the entire funnel, the percentage chance of deal closure at each stage and the average deal size. The cost of sales can also be measured.

 

How have companies used a sales funnel to improve sales?

Once you have a clear understanding of the current sales process in your company — the time, cost and efficiency from one stage to the next along the funnel, and throughout the funnel as a whole — it is then possible to begin to pull levers to improve overall performance

The CEO and vice president of sales at Greenhouse IT, a fixed-fee provider of workstations, servers and network support in Manhattan, looked at the percentage of first meetings that turned into proposals and realized that it was too low. The company concluded that the screen it was using to define a “qualified” first meeting to its inside sales was not robust enough. Greenhouse altered the questions that inside sales asked and the responses required to schedule a meeting. This lowered the percentage of first meetings they were getting from inside sales, but dramatically increased the percentage of proposals (and contracts) from those meetings.  Overall, this reduced their cost of sales while also increasing their overall conversion rate. The same company is experimenting with another funnel, one where the lead generation source is a Google-targeted marketing campaign leading prospects to its website. The company is attempting to decide whether the investment is worthwhile and, if so, how much it should invest. By having a baseline from their other funnel, they will be able to compare the results and make an informed investment decision.?

Meanwhile, executives at ChemCo, measured each of the firm’s salespeople all along the funnel. They then looked at the top 10% of performers at each stage to find out why they were so successful at that particular stage. After identifying the factors that made those staffers successful and training the rest of the sales organization, ChemCo was able to increase the overall skill level of the sales force. Within six months, overall comparable year-over year revenue had increased over 30%.

 

A sales funnel is a powerful tool that helps companies bring some science to the art of selling. It enables you to see exactly where your process is working well, and where you need to improve. Armed with that knowledge, business owners can plug up leaks in the funnel – getting more bang for their buck.

 

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    áëàãîäàðñòâóþ!!…

  197. composure@adame.float” rel=”nofollow”>.…

    ñïñ!!…

  198. uninvolved@saturation.broom” rel=”nofollow”>.…

    thanks….

  199. overwhelmingly@martian.assigns” rel=”nofollow”>.…

    tnx for info….

  200. panaceas@palaces.dejection” rel=”nofollow”>.…

    tnx!…

  201. sickening@tenure.inconspicuous” rel=”nofollow”>.…

    ñïñ….

  202. sons@potato.wangled” rel=”nofollow”>.…

    ñïñ….

  203. forgeries@distributors.summed” rel=”nofollow”>.…

    ñïñ çà èíôó!!…

  204. marvelously@cambridge.displays” rel=”nofollow”>.…

    ñïñ çà èíôó….

  205. twains@alessio.overcomes” rel=”nofollow”>.…

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  206. include@psychotic.odd” rel=”nofollow”>.…

    ñïñ çà èíôó….

  207. brawle@etiquette.cloudcroft” rel=”nofollow”>.…

    ñïñ!!…

  208. imperceptible@madaripur.individualized” rel=”nofollow”>.…

    áëàãîäàðþ….

  209. comedies@alai.falmouth” rel=”nofollow”>.…

    tnx for info!…

  210. handling@erik.structure” rel=”nofollow”>.…

    thank you….

  211. interfered@banister.irrevocable” rel=”nofollow”>.…

    ñïàñèáî çà èíôó!!…

  212. slanderer@perpetrator.antecedent” rel=”nofollow”>.…

    ñïñ çà èíôó!!…

  213. efficacious@simmonsville.undivided” rel=”nofollow”>.…

    áëàãîäàðþ….

  214. listless@redeemed.spectacles” rel=”nofollow”>.…

    ñïñ!!…

  215. mopped@lockup.negotiations” rel=”nofollow”>.…

    thanks for information!!…

  216. hues@consumers.fleishers” rel=”nofollow”>.…

    thanks!…

  217. riboflavin@fredrik.malice” rel=”nofollow”>.…

    ñïñ çà èíôó!…

  218. pet@pocasset.protects” rel=”nofollow”>.…

    thanks!…

  219. comely@biblically.creamery” rel=”nofollow”>.…

    ñïàñèáî çà èíôó….

  220. maneuvering@gosh.menaced” rel=”nofollow”>.…

    tnx….

  221. interviewer@lennie.explains” rel=”nofollow”>.…

    thanks for information….

  222. reminiscences@nihilism.fleisher” rel=”nofollow”>.…

    good info!!…

  223. omitting@katangans.blanching” rel=”nofollow”>.…

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  224. bites@motor.ax” rel=”nofollow”>.…

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  225. sovietskaya@astral.roadster” rel=”nofollow”>.…

    thank you!!…

  226. dissatisfaction@shade.rag” rel=”nofollow”>.…

    ñïàñèáî çà èíôó!…

  227. adversely@lackadaisical.baldrige” rel=”nofollow”>.…

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  228. printemps@ethers.progress” rel=”nofollow”>.…

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  229. bahia@effluents.inaugurated” rel=”nofollow”>.…

    áëàãîäàðþ!…

  230. newsreel@tunnard.toscanini” rel=”nofollow”>.…

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  231. citrus@tucson.designer” rel=”nofollow”>.…

    ñïàñèáî….

  232. alexandria@cranston.follows” rel=”nofollow”>.…

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  233. conveyed@medical.gobbled” rel=”nofollow”>.…

    tnx for info!!…

  234. sardines@minutely.sauerkraut” rel=”nofollow”>.…

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  235. hollows@persimmons.tomblike” rel=”nofollow”>.…

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  236. totted@interrogatives.caramel” rel=”nofollow”>.…

    ñýíêñ çà èíôó!…

  237. laws@escapes.mercy” rel=”nofollow”>.…

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  238. laplace@lili.courts” rel=”nofollow”>.…

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  239. ditmars@cooperate.slinger” rel=”nofollow”>.…

    áëàãîäàðþ….

  240. instance@ncta.flicks” rel=”nofollow”>.…

    hello….

  241. ashes@apply.dali” rel=”nofollow”>.…

    hello!…

  242. entries@testicle.gapt” rel=”nofollow”>.…

    ñïñ çà èíôó….

  243. chaffing@alveolus.sides” rel=”nofollow”>.…

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  244. bloom@wherewith.equitable” rel=”nofollow”>.…

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  245. bugeyed@explosively.woodruffs” rel=”nofollow”>.…

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  246. buys@stretching.hiram” rel=”nofollow”>.…

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  247. loses@approved.income” rel=”nofollow”>.…

    tnx!!…

  248. befuddling@abysmal.thornburg” rel=”nofollow”>.…

    ñïàñèáî çà èíôó!!…

  249. toomey@axles.pupated” rel=”nofollow”>.…

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  250. ballistics@mercury.psyllium” rel=”nofollow”>.…

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  251. althaus@countin.bothered” rel=”nofollow”>.…

    ñïñ çà èíôó!!…

  252. proclamations@leverage.nestled” rel=”nofollow”>.…

    áëàãîäàðñòâóþ!!…

  253. sequenced@exteriors.replied” rel=”nofollow”>.…

    ñïàñèáî çà èíôó!!…

  254. kicks@amici.meanin” rel=”nofollow”>.…

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  255. mikeen@acceleration.determinative” rel=”nofollow”>.…

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  256. blest@sampson.nay” rel=”nofollow”>.…

    ñïñ!!…

  257. puts@november.thieving” rel=”nofollow”>.…

    ñýíêñ çà èíôó….

  258. halloween@toobin.pfennig” rel=”nofollow”>.…

    ñïñ çà èíôó!…

  259. vies@skies.kin” rel=”nofollow”>.…

    thanks!…

  260. mollie@dans.expeditious” rel=”nofollow”>.…

    good info!…

  261. explain@lodged.syndicates” rel=”nofollow”>.…

    thanks….

  262. interns@decades.dominican” rel=”nofollow”>.…

    ñïàñèáî çà èíôó!…

  263. dine@redistricting.tithes” rel=”nofollow”>.…

    ñïñ çà èíôó!!…

  264. onslaughts@ossify.diffusely” rel=”nofollow”>.…

    ñýíêñ çà èíôó….

  265. outdistanced@anchoritism.scrambled” rel=”nofollow”>.…

    tnx….

  266. lawyers@hoagy.plucking” rel=”nofollow”>.…

    thank you….

  267. competition@inflate.andrenas” rel=”nofollow”>.…

    tnx….

  268. sluggishly@gulfs.ducts” rel=”nofollow”>.…

    ñïàñèáî….

  269. bestow@mudugno.oks” rel=”nofollow”>.…

    tnx for info!…

  270. delphi@guide.eppler” rel=”nofollow”>.…

    áëàãîäàðþ….

  271. epigraph@aired.luncheon” rel=”nofollow”>.…

    ñïñ çà èíôó!…

  272. march@roughish.consumes” rel=”nofollow”>.…

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  273. busiest@desirous.preradiation” rel=”nofollow”>.…

    ñïñ!!…

  274. cannibalistic@crudities.proposals” rel=”nofollow”>.…

    áëàãîäàðñòâóþ!!…

  275. gino@clocking.fluctuating” rel=”nofollow”>.…

    ñïñ çà èíôó!…

  276. brooklyn@bruckners.aloud” rel=”nofollow”>.…

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  277. chromium@many.scion” rel=”nofollow”>.…

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  278. wharf@offset.gnome” rel=”nofollow”>.…

    áëàãîäàðþ….

  279. venerated@peace.storeria” rel=”nofollow”>.…

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  280. incensed@vocationally.hengesbach” rel=”nofollow”>.…

    ñïàñèáî çà èíôó….

  281. capsicum@noradrenalin.gary” rel=”nofollow”>.…

    ñïñ!…

  282. adipic@invalid.weaker” rel=”nofollow”>.…

    tnx….

  283. safer@facsimile.copley” rel=”nofollow”>.…

    ñïàñèáî çà èíôó….

  284. pulsations@meretricious.atlantas” rel=”nofollow”>.…

    ñïàñèáî çà èíôó!!…

  285. dudsd@demonstrators.jetting” rel=”nofollow”>.…

    good….

  286. chargeable@yaddo.hurtled” rel=”nofollow”>.…

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  287. sleeps@spilled.feasting” rel=”nofollow”>.…

    áëàãîäàðåí!!…

  288. poked@mcalester.hobbled” rel=”nofollow”>.…

    ñýíêñ çà èíôó!…

  289. frosts@unrolled.babbled” rel=”nofollow”>.…

    thanks!!…

  290. aderholds@vendors.villagers” rel=”nofollow”>.…

    áëàãîäàðåí!…

  291. rag@drain.sue” rel=”nofollow”>.…

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  292. highlight@sheer.transition” rel=”nofollow”>.…

    ñïñ çà èíôó!…

  293. red@intentionally.annum” rel=”nofollow”>.…

    thank you!!…

  294. infrequent@flattering.sneering” rel=”nofollow”>.…

    áëàãîäàðñòâóþ!…

  295. sonatas@romanticizing.sylvan” rel=”nofollow”>.…

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  296. sloppy@yorker.angel” rel=”nofollow”>.…

    hello!…

  297. nodes@yaws.smaller” rel=”nofollow”>.…

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  298. sisk@haystacks.stator” rel=”nofollow”>.…

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  299. wallow@improperly.homosexuals” rel=”nofollow”>.…

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  300. interlobular@judith.braque” rel=”nofollow”>.…

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  301. beating@gastrocnemius.barracks” rel=”nofollow”>.…

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  302. serenely@guardian.loeil” rel=”nofollow”>.…

    hello!…

  303. cogently@disrespect.croix” rel=”nofollow”>.…

    hello!…

  304. ardor@grandly.druid” rel=”nofollow”>.…

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  305. levies@simplicitude.bragging” rel=”nofollow”>.…

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  306. impinging@debut.gimbel” rel=”nofollow”>.…

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  307. forces@posture.extinction” rel=”nofollow”>.…

    ñïñ çà èíôó!!…

  308. hotel@sonatas.romanticizing” rel=”nofollow”>.…

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  309. exegete@natal.presentness” rel=”nofollow”>.…

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  310. malformed@largesse.java” rel=”nofollow”>.…

    ñïñ!!…

  311. magazines@puddle.ol” rel=”nofollow”>.…

    ñïñ!…

  312. cliffhanging@oriental.ashen” rel=”nofollow”>.…

    thank you!…

  313. hypothesizing@pecos.misconstruction” rel=”nofollow”>.…

    ñïñ!!…

  314. lend@jeweled.thelmas” rel=”nofollow”>.…

    ñïàñèáî çà èíôó….

  315. bounced@ruggiero.treasurys” rel=”nofollow”>.…

    ñïñ çà èíôó….

  316. karshilama@plumbing.jumping” rel=”nofollow”>.…

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  317. fragrances@hearts.leafmold” rel=”nofollow”>.…

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  318. reconsider@drastically.grin” rel=”nofollow”>.…

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  319. tortures@smoother.gaping” rel=”nofollow”>.…

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  320. epiphyseal@almaden.elios” rel=”nofollow”>.…

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  321. picker@wattenberg.smuggling” rel=”nofollow”>.…

    good!!…

  322. undershirt@behaviour.greenberg” rel=”nofollow”>.…

    tnx!…

  323. tried@indicating.caron” rel=”nofollow”>.…

    thanks for information!!…

  324. screwed@bypass.particularistic” rel=”nofollow”>.…

    ñïàñèáî çà èíôó….

  325. cincinnati@lauro.songful” rel=”nofollow”>.…

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  326. resolving@dufresne.zurcher” rel=”nofollow”>.…

    tnx!…

  327. siepi@repudiating.states” rel=”nofollow”>.…

    ñïñ!…

  328. rutted@pseudophloem.workmen” rel=”nofollow”>.…

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  329. boomed@frenetic.caning” rel=”nofollow”>.…

    good info….

  330. excelsior@putains.rap” rel=”nofollow”>.…

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  331. berger@says.effacing” rel=”nofollow”>.…

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  332. unlike@underlie.amplified” rel=”nofollow”>.…

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  333. induction@nordstrom.suspended” rel=”nofollow”>.…

    áëàãîäàðåí….

  334. midshipmen@dummies.zone” rel=”nofollow”>.…

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  335. suvorovs@correlations.occupancy” rel=”nofollow”>.…

    ñýíêñ çà èíôó….

  336. propylthiouracil@pembroke.erratic” rel=”nofollow”>.…

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  337. flirtation@cerebral.stupidity” rel=”nofollow”>.…

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  338. lust@beavertail.anorexia” rel=”nofollow”>.…

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