HOW TO SANITY-CHECK YOUR PIPELINE
How are we doing this quarter? How about next quarter? Here’s how to dig deeper to understand how you’re really doing this quarter - and the one after that.
(1)Your pipeline can give you a head-fake. It helps to have multiple ways of looking at your pipeline of new business as the quarter progresses so you can have a better sense of how things are trending.
(2)As this quarter progresses, “to-go” pipeline coverage becomes more and more important. You’ve already booked some deals right? Give yourself credit for those, and then keep an eye on “how much is left” - and how much pipe you have left to cover it.
(3) To get more granular, cut your data by sales stage or close date. “Peeling the onion” on your pipeline data is a great way to sanity-check your rep’s forecasts - and ensure they’re spending time on the right opportunities.
“So…how are you feeling about the quarter?”
Every Sales + Marketing leader has gotten this question. Here’s how you can use “to-go pipeline coverage” and dig a little deeper into your pipeline data to understand how you’re trending - and where you might need to lean in with your team.
Click here to download our pipeline sanity-checklist
Looking for help analyzing your pipeline? Shoot us an email at ops@parkergale.com. We probably have an example of the analysis you’re trying to run.