The ideal pipeline Leverage your complete sales pipeline history with the ideal pipeline methodology

The ideal pipeline

The sales pipeline and sales forecasting

The coverage ratio of the pipeline (amount of live opportunities/quota) is often used in B2B sales forecasting.

This ratio yields unreliable forecasts because it ignores an essential element of the sales activity: the length of the sales cycle. Improving these forecasts is, however, difficult in Excel or with traditional CRM software, because of their poor handling of the time factor.

Analysing flows and durations

Yet the sales pipeline remains an excellent basis for B2B sales forecasting. SalesClic lets you use it by time-stamping:

• All your pipeline flows – conversion rates, win/loss rates per stage, closing probabilities…
• All your pipeline durations – the complete sales cycle, average stage durations, the stillness of opportunities…

It is as if your sales dashboard became a movie.

The ideal pipeline

SalesClic improves your sales forecasts through the calculation of your “ideal pipeline”.

This pipeline leverages all your historical data (volumes, flows, durations) to bring you two pieces of information:

• The gap between the amount of the opportunities currently in each pipeline stage and the amount you would need to reach a given target.
• How much revenue you can expect from your pipeline by a given date.

SalesClic is the only sales management solution integrating this very effective B2B methodology.