We use marketing
Posted: Sun Dec 22, 2024 8:30 am
The Marketing Department carries out systematic work aimed at improving the efficiency of interaction with clients at all stages of the sales process. For example:
To attract customers to your commercial offer, you can provide a free useful e-book as an additional bonus.
During the product presentation, you mobile phone number database australia can provide specific examples of the product being used by other contractors who have demonstrated their success.
To encourage quick contract conclusion and payment, you can offer a small discount or bonus, but these should only be available for 1-2 days to create a sense of urgency.
Sales pipeline coverage
SPC (Sales Pipeline Coverage) is a metric that allows marketers to estimate the number of qualified contacts needed to achieve planned sales. The SPC coefficient is calculated using the formula:
SPC = (Average number of days for 1 sale, Average Sales Days : 90 days) : (100% : Close Rate, %)
For example, if it typically takes 90 days to close a sale and the closing rate is 20%, this means that the SPC ratio is 1:5. This can be expressed through the formula:
(90:90):(100%:20%) = 1:5.
Based on this value, sales managers and marketers can conclude that the sales volume in the pipeline must be 5 times greater than the sales volume planned for the current quarter in order to meet the set goals.
Typically, the SPC ratio is considered normal at 3:1. However, this depends on the specifics of the business and the number of deals that need to be closed.
To ensure a stable value of the SPC coefficient in the sales process, 3 KPIs are used to help optimize it:
number of transactions in the process of being concluded;
average percentage of successfully closed transactions over a given period;
the average time it takes to close a deal.
To ensure the stability of the SPC ratio, any metric that is related to the pipeline should be improved and its consistent analysis and optimization should be carried out in order to achieve overall goals.
Sales pipeline coverage
To attract customers to your commercial offer, you can provide a free useful e-book as an additional bonus.
During the product presentation, you mobile phone number database australia can provide specific examples of the product being used by other contractors who have demonstrated their success.
To encourage quick contract conclusion and payment, you can offer a small discount or bonus, but these should only be available for 1-2 days to create a sense of urgency.
Sales pipeline coverage
SPC (Sales Pipeline Coverage) is a metric that allows marketers to estimate the number of qualified contacts needed to achieve planned sales. The SPC coefficient is calculated using the formula:
SPC = (Average number of days for 1 sale, Average Sales Days : 90 days) : (100% : Close Rate, %)
For example, if it typically takes 90 days to close a sale and the closing rate is 20%, this means that the SPC ratio is 1:5. This can be expressed through the formula:
(90:90):(100%:20%) = 1:5.
Based on this value, sales managers and marketers can conclude that the sales volume in the pipeline must be 5 times greater than the sales volume planned for the current quarter in order to meet the set goals.
Typically, the SPC ratio is considered normal at 3:1. However, this depends on the specifics of the business and the number of deals that need to be closed.
To ensure a stable value of the SPC coefficient in the sales process, 3 KPIs are used to help optimize it:
number of transactions in the process of being concluded;
average percentage of successfully closed transactions over a given period;
the average time it takes to close a deal.
To ensure the stability of the SPC ratio, any metric that is related to the pipeline should be improved and its consistent analysis and optimization should be carried out in order to achieve overall goals.
Sales pipeline coverage