Every business organisation will have the process of prospecting the clients.  It may be for finding a new customer, or influencing the existing customers for purchasing more from the organisation.   The outcome of prospecting is usually LEADS.    These leads may have generated by through different medium , like, News paper / Website / Trade shows / Channel partners etc.,  the same is been assaigned the executives to work on the same.   

Unfortunately, most of the sales force is more concentrated on only the hot leads, obviously because of the sales target pressures.  There is high chance that they ignore 80 to 90% of those warm or cold calls, due to its very lengthy lead life time.

That means, those 80 to 90% of the leads will go to the so called, “The black hole”

By proactively managing those long life leads will directly impact your revenue positively.   This can be done only if you have a structured lead processing system.   By enabling a structured lead processing and qualifying system through out your sales process, you can better manage leads, which will increase the chance of more leads converted to sales.

How the visibility in to Opportunity pipeline will impact the revenue generation ?

• More short-term buyers are found during structured lead qualification than when the salesforce cherry picks opportunities.
• Structured lead qualification ensures that long-term buyers are also identified and nurtured, adding to the value of the sales opportunity pipeline.
• Average sale value increases due to enhanced lead qualification.
• More leads are converted to sales because leads are better qualified.
• Overall sales cycle is shortened.
• Will help you to better forecast your sales volume.

A proven Sales  force Automation / CRM system can help you to manage opportunity pipeline better, that it provide data and information to better understand the relationship you have with your customers.

A Well structured, and well updated  opportunity pipeline  will give more insight to the  Marketing team to better understand the buying pattern of the customers.   It will also help them to understand,

• What is the Opportunity to Sales Ratio?
• From where the opportunity is coming from ( source of lead )
• Whats the average lead life time
• How much sales can be generated over the next few months ( forecasting )
• Which opportunity stage holds maximum revenue generation possibility