Sales Success Depends on Effective "Sales Funnel"
One of the tools managers use to measure how effective the sales process their sales force
is following is known as the "sales funnel." In the sales funnel new leads, or prospects,
that enter the sales data system are placed in the top of the funnel then guided down, which
is where the actual sales process takes place - reaching the narrow part of the funnel where the
order is placed and the sale is closed.
The image of a funnel is utilized, because all prospects and potential buyers enter through the wide
top that is the initial introduction, but many fall out through each stage of the often lengthy sales
process. Since the number of successful sales is significantly less than the leads initially generated,
the narrow end of the funnel represents actual sales. The size and shape of a company’s sales funnel is
determined by how many leads are put in, how many become qualified prospects, and how many are actually
closed. The shape of the funnel is also determined by the speed through which the sales process flows
within it and the stalled prospects clogging the flow and preventing sales managers from reaching their
sales quotas. Therefore, it is necessary to periodically "clean out" unqualified prospects –
and keep the funnel running optimally.
Deciding which qualified prospects should enter the funnel is tricky at best. Once prospects enter the
funnel, a significant amount of time is spent trying to encourage towards a sell. If the wrong prospects
are allowed in the funnel, a significant amount of time and money is spent on prospects that have no real
intent to buy. However, it can be equally costly prematurely disqualifying prospects that could possibly
become lifelong buyers. There in lies the challenge.
Dovarri Inc. is a leader in customer relationship management (CRM) software successfully helping sales
managers fast forward qualified prospects through the sales funnel. Sales Central is the home page of the
Dovarri Sales application, which supplies all of the important data needed as soon as the sales representative
logs on. Sales Central organizes the most important information sales representatives need on a single screen
with single click access including; the day’s appointments, new leads, top proposals and a sales performance snapshot.
Dovarri Inc.’s Sales Central is designed to help the sales representatives identify real opportunities and guide
them in building a sales roadmap together with their client. The roadmap helps the sales representative understand
the timeline and decision milestones that naturally flow through the sales funnel.
Dovarri technology provides the flexibility, functionality and ease-of-use to increase sales effectiveness and
maximize return on investment. Generally, Dovarri CRM software is installed in 1-2 days versus 15-60 reported by
their competition. Dovarri’s Sales Central is easy to implement, easy to learn and even easier to use. They offer
a 24/7 help desk, on-staff IT experts and free on-line training sessions.
To learn more about Dovarri Inc.’s Sales Central, log onto www.dovarri.com and
preview a quick demo or call 1-888-DOVARRI and speak to a CRM specialist today.
