4 considerations when planning for growth

4 kayaks in open water

1) Align on a visual map

image (navigational map) courtesy of NOAA

2) Know the currents and the conditions

South Haven, MI
South Haven, MI
  • A current and a swell are different; you’ll need to know what’s happening to know how to react
  • Conditions change rapidly, so timing is everything; be prepared with alternate routes
  • Depth is important to know, but rarely needs to be acted upon

3) Need velocity to forecast milestones

formula to calculate Sales Velocity
formula to calculate Sales Velocity
  • Total and weighted pipeline
  • Visual representations of your pipeline by sales stage
  • Filtered snapshots for specific offerings, teams, and/or individual-reps
  • Attribute specific views (e.g., Top Opportunities, Win/Loss, Stuck Deals)
  • Win Rate
  • Conversion Rate
  • Sales Velocity

4) Guides are better than waypoints

Lake Memphremagog, VT
Lake Memphremagog, VT



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