For example, if you reduced prices and sent out 100 enquiries, generated 30 appointments and won 3 offers, that would correspond to an increase in the conversion rate of 50% (in the example above, you converted 2 out of 100). A clear indication that the new pricing policy is bearing fruit? No, not by a long shot. Perhaps the timing of the shipment was favorable, the industry still has to invest money at the end of the year, or a competitor is currently unable to belarus telegram screening deliver. In such a case, the price change might not have played any role at all. As a result, however, you may continue to rely on reduced prices and thus lose a higher profit margin.
Using sales planning as a sales tool to manage your company is certainly a good idea. However, you should always be aware that a data base that is too small will only lead to an apparent accuracy. Even with a larger data base, sales planning can only ever serve as an estimate, as too many factors can play a role that make an accurate forecast impossible.
Small and medium-sized enterprises (SMEs) in the B2B sector in particular should therefore not focus too much on analytics and forecasting, but rather work more operationally with customers. You always know your customers personally better than any numbers could predict.
In CentralStationCRM we have therefore opted for the simplest possible sales planning model. In addition to winning and losing, there are 3 levels of probability.
I hope this article helps you understand sales planning in your sales department. How do you do it in your company? Feel free to share your opinion in the comments.
Do you already have an overview of the basics of sales ? Read our series " Sales in small companies " for more detailed information on acquisition , sales talks , etc.