Managing the Business Opportunity Pipeline
Business opportunity pipeline discovery and visibility is key to the success of any sales organisation yet remains, at best ineffective, in many established companies?
The problem of effective pipeline management is compounded by staff attrition and a large, mobile sales force. Consultancy led sales often mean that several people are involved in the opportunity during its lifecycle but who owns that opportunity and where is it tracked.
A properly deployed CRM solution should give your organisation all of this information butwill tend to focus on the relationship between customer and primary account manager, neglecting the interactions between customer and pre-sales consultants or others in your organisation.
In the case of one GoldFigure customer their new CRM system cost in excess of €10 million and still did not deliver information about the business opportunities managed by the professional services organisation. Indeed through deployment of the CRM system, GoldFigure Suite was the only accurate business reference for a number of weeks. Whilst GoldFigure continues to track consultancy-led business, their CRM system deals with the sales of hardware and software only sales.
Your sales organisation's structure can be mirrored with (optional) regional, area and sales team levels. The primary users for the system are the professional services consultants, relating all business to the appropriate part of the sales organisation.
GoldFigure delivers live and interactive Microsoft Office pivot reports and graphs which can be tailored to the individual needs of each system user and saved in their profile.
