The “Board” System

Background

Most salespeople and selling operations use some sort of "pipeline" or sales "funnel."

Your "pipeline" is supposed to tell you how much you are going to sell and roughly who you might sell to. It should be more or less 100% accurate. Experience tells us that most pipelines are not remotely accurate - 100% of the time.

Most sales pipelines are full - jammed in fact - with "dead" prospects and populated with “opportunities” that we hope will convert but who turn out never to buy.  As a result, most sales forecasts are wildly wrong, even for the coming week or month.

Your sales pipeline is also supposed to tell you when your sales will happen. We had never encountered a pipeline system that does this accurately. We invented our own - we call it “The Board”.

A System that Works

DEI developed a new approach to prospect (pipeline) management in the 1980s that is now used effectively by tens of thousands of salespeople worldwide. It was designed to retain only those active prospects that are likely to reach closed – AGAINST A FIXED DEADLINE - and drops poor and inactive prospects. Crucially, it's a visual system that lets you see what you have and what you don't have.

The DEI Prospect Management System is based on ratios; all available evidence tells us that the vast majority of salespeople have more prospects moving back than they have moving forward. When you know that ratio, you are in a position to not only sell some but to actually sell your quota - consistently and on time.

The Common Language

When you install the DEI process, there are two critical outcomes:

1. The manager and the salespeople start to share a crystal clear and precise common language for reporting, tracking and diagnosing. This raises the standard of performance immeasurably and you begin to see the effects – in terms of forecast accuracy and activity – within a week.
2. The salespeople start to “self-check”: their own performance – their activity and how they spend their time – becomes clearer and they start to work within a more structured day.

Call us: +353 1 6177890
Email: sales@dei-sales.ie