As an executive or a CEO, having a sound funnel is paramount in order to achieve success. Today’s economic climate has created a fierce level of competition, thus making it more difficult than ever to close accounts. So as leader for your firm, developing the right funnel system can be the difference between meeting numbers and falling short of the mark.

Funnel management begins with the way you manage your leads/opportunities. It is the process from which a lead enters your sales cycle and transitions through. One of the most important things about creating a sound funnel is making sure that your sales division is concentrating their energy on opportunities that have a high closing ratio.

Traditional funnel models have a tendency to have a high volume of leads initially entering. It can be said that having more leads entering into your funnel will allow more opportunities to be developed, and furthermore create more successful closing ratios. Yet some of the most successful sales powerhouses have developed a funnel model that succeeds traditional methodologies.

A good questions to ask yourself is do you have a clear message that sums up who you are as a company and what your bold claim is? Having a clear message and a bold claim that distinguishes you from your competitors is an essential part of making sure that your funnel develops the right opportunities. As opposed to having your sales force spending time on leads or opportunities that have a marginal interest in your solution, make sure that their time is focused on opportunities that are familiar with your organization and pose an interest. This not to be confused with the need to sell your solution, but creating a funnel model that filters leads before they ever enter the funnel is a common characteristic among successful sales powerhouses.

Need to develop a winning funnel model and process?

SRi offers funnel optimization will completely change the way your organization manages opportunities, with success guaranteed.