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Declining Sales Pipeline Conversion - Coggle Diagram
Declining Sales Pipeline Conversion
Technology Primary
ERP Implementation
H14: Have Moderate conversion rates due to longer implementation times and the complexity of the integration. (P1)
Analytics Solutions
H15: Have higher conversion rates because they provide quicker ROI and are easier to implement, making them attractive to a broader range of clients. (P0)
Legacy Modernization
H13: Have lower conversion rates due to higher perceived risks associated with changing existing systems. (P0)
Technical Business Solutions
H16: Have moderate conversion rates as they cater to more specialized business needs that require deeper technical understanding and alignment. (P1)
B2B Sales Medium
Enterprise Sellers
H28: Have the highest conversion rates due to personalized engagement, deeper client relationships, and tailored solutions. (P0)
Marketing
H29: Have a moderate rate suggesting that while marketing efforts generate interest and leads, the leads may require more nurturing before they are sales-ready. (P2)
Partners
H27: Partner-generated leads are moderately effective but could be improved with stronger collaboration or alignment client. (P2)
Tele Sales
H30: Strong win ratio suggesting that direct, one-on-one conversations with clients over the phone are effective in building rapport and trust. (P0)
Online Leads
H26: Lower conversion as it require more nurturing and follow-up before becoming sales-ready, as these leads typically come from less personal interactions like website inquiries or online forms. (P1)
Sales Velocity
Sales velocity between 30 and 90 days
H21: Lower conversion due to longer decision-making processes involving multiple stakeholders or more detailed client requirements that prolong negotiations.(P1)
Sales velocity more than 90 days
H22: Highest conversion rate indicating that while these deals take longer, they are larger, high-value opportunities where clients are more invested in finding the right solution.(P0)
Sales velocity under 30 days
H20: Moderate conversion rates indicating that quick sales cycles tend to close successfully when clients' needs align closely with the solution offered. (P1)
Sales Stage Iterations
More than 15 iterations
H3: Better conversion rate even though lengthy, more iterations can indicate a client’s commitment to finding a solution, which may eventually lead to a win. (P2)
2 to 15 iterations
H2: Mid-range iterations lead to client indecision or negotiation fatigue, resulting in a lower win ratio.(P1)
Less than 2 iterations
H1: Less sales stage iterations result in higher conversion rates as the process is more streamlined and efficient. (P0)
Client Revenue Sizing
Clients with revenue less than $100K
H7: Smaller clients convert at higher rates due to faster decision-making. (P1)
Clients with revenue between $100K and $1M
H8: Although conversions are solid, mid-sized clients may experience longer sales cycles or additional stakeholders, leading to reduced agility in decision-making. (P2)
Clients with revenue over $1M
H9: Larger clients convert at lower rates due to complex internal processes. (P3)
Client Employee Sizing
Clients with less than 1K employee hours
H10: Clients requiring fewer man-hours convert at higher rates as these projects are less resource-intensive. (P1)
Clients with between 1K to 15K employee hours
H11: Clients for these mid-sized projects may value the dedicated time spent, as it provides them with tailored solutions without extended timelines or excessive resource drain.(P3)
Clients with more than 25K employee hours
H12: Clients requiring higher man-hours convert at lower rates due to the high cost and resource demand. (P3)
Business from Client Last
Year
No business last year
H17: Clients with no business last year have lower conversion rates due to lack of familiarity and trust. (P3)
Business from 0 to $50K last year
H18: Clients with small and medium business last year have higher conversion rates due to ongoing relationships and established trust. (P0)
Business more than $50K last year
H19: Clients with large business last year have moderate conversion rates as most of them would have attained their targets. (P1)
Competitor Intelligence
Known Competitor
H6: Opportunities where competitors are known. Clients use the competitors' offerings as a benchmark for comparison, leading to longer sales cycles and potentially lower conversion rates. (P1)
Unknown Competitor
H5: Unknown competitors cause uncertainty in decision-making, which may delay conversions or lead to indecision. (P3)
No Competitor
H4: Clients may make faster decisions based on the perceived value of the solution offered, rather than engaging in extensive price or feature comparisons. (P3)
Opportunity Sizing
Opportunities between $20K and $50K
H24: Lower win ratio (17.03%), potentially because these deals are more complex, involving multiple stakeholders or more detailed product/service requirements. (P1)
Opportunities under $20K
H23: Smaller opportunities convert more easily as they involve quicker decisions and smaller investments. (P0)
Opportunities over $50K
H25: Moderate win ratio suggesting that while these deals are high-value, they are also more difficult to close due to extended negotiations and more complex decision-making processes. (P2)