Occasionally, I go to the LinkedIn sales forums to see what’s on the minds of salespeople and the problems they are struggling with. I get frustrated though, because as the owner of a commercial sales application development business, I am frequently not allowed to post my two cents worth because it is “self-promotion.”
Recently, a sales manager was asking, “What is the best analytic I can use to see if my salespeople have good pipelines and my forecasting has a chance of being accurate.”
I know my answer to this probably won’t come up in the discussion thread. The one piece of data that drives information and knowledge about strategy in the sale and creates the best chance of accurate projections is . . . the length of the sales cycle. Let’s see why.