SALES WORKSHOP

PIPELINE
ANALYSIS
by Anastasia Bernike
Key Points to Cover
WHAT THE GUIDELINES INCLUDE

Workshop Objectives
Opportunity Calculation
Account Segmentation 
Sales Process (Sales Pipeline)
Pipeline vs. Target
 WORKSHOP' S OBJECTIVE

How to Achieve Sales Target

through Opportunity Identifying
Process / Analysis
Four Key Aspects
FOR A GOOD PIPELINE ANALYSIS

Opportunity Account Segmentation, Sales Process/ Pipeline vs.

Calculation Targeting & Strategy Pipeline Target
Calculating your
Opportunity
GUIDELINES

What to sell?
Services/solution we can offer
How much can we sell?
Gross Profit per service/solution
How many per month?
Volume per month
ACCOUNT
SEGMENTATION
RAD RANKING & RATING
 ACCOUNT TARGETING

ALFA BETA DELTA

Significant business Moderate business potential; Little or no nearterm revenue
potential; limited future potential; contribution or insufficient data
to accurately access potential.
Highest priority for sales Limited resource of
resource investment investment No Sales investment
Account Strategy
STRATEGY TO USE TO APPROACH TARGETED ACCOUNTS

Hunting Farming Harvesting Gleaning

Sales
Process
BASIC STAGES
 Sales Process
USING YODA METHOD

PLAN CREATE QUALIFY DEVELOP PROVE NEGOTIATE CLOSE

Identify potential Identify potential Get pain admitted Get pain admitted Prove Capabilities Final Negotiation Reach final
lead/opportunity. pain Diagnose sponsor's Diagnose decisioin- Review proposal Fine tune agreement
Conduct Identify potential pain maker's pain Ask for the Contracts Get necessary
segmentation sponsor Explore sponsor's Propose a plan of business document
Conduct account Get first meeting requirement next step Issue proposal signed
planning Negotiati access to Receive verbal
decision maker approval
 PIPELINE ANALYSIS

PIPELINE vs.
TARGET
DO I HAVE ENOUGH PIPELINE TO ACHIEVE MY
TARGET?
Thank You!