Using Pipeline Conversion Rates as Triangulation Forecasts
In this post we’ll examine how we to use pipeline conversion rates as early indicators of your business performance. I call such indicators triangulation forecasts because they help the CEO and CFO get data points, in addition to the official VP of Sales forecast, that help triangulate where the company is going to land. Here […]
Sales pipelines and non-linear pharmokinetics
When I ran my own business, I had a solid, tried-and-true, 3x pipeline. That was absolutely, 100% the math. For every $3 in prospective sales, we would see $1 in booked revenue, and this was the case for years. Until it abruptly wasn’t. For whatever reason, the ratio started to shift, and we began closing […]
