Sales Funnel & Forecasting

inverted by Pyramid in a form of stages

4 Sales Funnel Stages

1.Awareness

include Wide Bucket, depend on efficiency and quality of marketing and promotional
campaigns

no way to generate leads at this stages

2.Interest

Leads entered your system, they show their interest already by taking the first
step deeper into your business

This is where lead management comes into play.

3.Decision

Customer ready to buy, sales element comes into play (get in touch do a consult
with the leads)

Some leads might be urgent some might not

This stage is where a lead will be targeted to become an opportunity/potential cust

4.Action

Customer acts, purchasing your product or services

Overview Of Sales Funnel

-Awareness (Lead Generation) by Marketing

-Interest(Lead qualification, lead scoring, lead distribution, lead nurturing) by

Lead Management

-Decision (Opportunity, Sales pipeline) by Sales

-Action (Customer)

Benefit Of Sales Funnel

-focused sales team

-increase conversition rate
-lead prioritization
-identify problem areas
-marketing initiatives

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Sales Forcasting

is a process of estimating business sales are going to be in the future

can be monthly, quarterly, half annually or annually

is an integral part of business management

Accurate sales forcast enable companies to make informed business decision and
predict short-term or long-term performance

Sales Metrics

-Total No of Leads
How many customer's coming in your sales store or contact your sales dept
-In process conversition Rate
sales team contacting potential customer
-Overall Conversation Rate
amount of customers turns into buyers

Why Sales Forcast Important

-Shortening of sales cycle time

-Early warning of sales problems
-Improved sales resource forecasting

activation: