The purpose of a Sales Funnel review is to help the Account
Manager better manage his/her territory and close business.
|
ACTION |
WHO |
WHEN |
|
Sales Funnel Review Preparation |
|
|
|
Schedule Sales Funnel Review |
Director of
Sales |
Every 4 – 6 weeks, or as needed |
|
Update Sales Funnel |
Account
Managers |
2 days prior to Sales Funnel Review |
|
Send updated copy of Sales Funnel to Sales Funnel
Review Team * |
Individual
Account Manager
(confirm
receipt) |
1 day prior to Sales Funnel Review |
|
Review Sales Funnel to prepare questions for funnel
review meeting |
Sales Funnel
Review Team |
Prior to Sales Funnel Review |
|
|
Funnel Review Meeting
|
Sales Funnel Review Team (appoint someone to
take notes) |
Duration: 1 hour (times listed below are
approximate) |
Overall Balance
Account Manager will be asked questions and for
observations about overall shape of Sales Funnel |
Funnel Review
Team |
10 minutes
-record action items
|
Best Few - Closing
Account Manager will be asked questions about
opportunities on the Best Few section of the Sales Funnel |
Funnel Review
Team |
10 minutes
-record action items |
Universe - Prospecting
Account Manager will be asked questions about
opportunities on the Universe section of the Funnel and what is being
done to prospect in those. |
Funnel Review
Team |
10 minutes
-record action items |
Above - Qualifying
Account Manager will be asked questions about
opportunities on the Above section of the Funnel and what can be done
to move those to In. |
Funnel Review
Team |
10 minutes
-record action items |
In - Covering the Bases
Account Manager will be asked questions about
opportunities on the In section of the Sales Funnel and what needs to
be done to move these to Best Few. Suggestions as to which opportunities
need a separate strategy session will be made. |
Funnel Review
Team |
20 minutes (one minute or less for each opportunity.
If more time is needed a separate strategy session is probably appropriate
and a time should be scheduled)
-record action items |
|
|
|
Funnel Review Follow-up |
|
|
|
Publish Actions |
Appointed
Individual |
Within 2 business days |
|
Follow up to see that actions are completed |
Director of
Sales |
On-going |
|
Publish completed actions back to the team |
Account
Manager |
Prior to next Sales Funnel Review |
*The Sales Funnel Review team is made up of the following
people: Account Manager, Director of Sales, VP of Sales, and Marketing Manager.
