CHALLENGES FACED BY ORGANIZATIONS
One of your sales team’s biggest challenges is forecasting revenue – especially since you likely have a range of prospects at different stages of your funnel, at any given time.
Part of the trouble is estimating which leads are most likely to become customers. There may be a large variance in the size of your opportunities and the likelihood of closing each one.
Since there’s no guaranteed way to predict success or forecast sales perfectly, organizations use a variety of techniques:
- Opportunity win ratio
- Total number of leads and opportunities
- Response time
- Close ratio
- Deal fall-out by phase, etc.
As all these methods provide only a certain level of insights, they fail to analyze individual opportunities on their own merits. Every prospect is different, every situation is unique, each individual stakeholder has his/her own personality, and hence every opportunity is in a different state of maturity.
Why You Should Consider Bolt
Bolt’s Pipeline Quadrant Analysis covers these and many more scenarios.