Let's assume that your orders have an average lead time of three months. In March, you realize that, based on the current situation, you will not achieve your planned sales in July. So you have to do everything you can to win the remaining offers in order to avoid getting into trouble.
CRM systems help to get an overview of the figures and expected sales. But how does this work given the many influencing factors and especially when there are several employees in a sales team?
All colleagues include their most important parameters in the sales planning, such as the amount of sales, the target date or the probability of winning the respective offer. The CRM software will group the offers according to their target date and calculate the sales for the coming months.
The sales plan now contains all the offers that you could theoretically win. Unfortunately, this scenario is usually unrealistic, because belarus telegram screening only a portion of the interested parties will actually buy. This means that the sheer number of offers created says very little - especially for companies that tend to make hasty offers anyway. In order to get more precise results, the sales colleagues have also entered the probabilities. They estimate how likely they think it is that the customer will ultimately accept and you will get the order (e.g. 25, 50 or 75 percent).