Predictable Pipeline

A predictable (sales) pipeline refers to a structured and reliable process for generating and managing sales leads and deals that consistently produces predictable and measurable results.

Predictability in sales pipelines is critical for establishing credibility within the system. It communicates to staff, investors, partners, and others that you have control over your business and possess a deep understanding of your clients, leads, and the factors that influence their purchasing decisions. Additionally, predictive pipelines assist effective resource capacity planning, particularly in terms of human resources, which is essential to ensure the successful delivery of won work and projects.

Many aspirational hypergrowth sales pipelines are not predictable due to a lack of information, limited scientific insights, disparate systems, and divergent views. Investigating the various elements that influence a pipeline can be exceedingly challenging. Moreover, it demands substantial time and expertise that a company may not possess. This lack of predictability hampers credibility, complicates planning efforts, and poses strategic challenges for the business.

We employ a multi-disciplinary analytics approach that examines the causal relationships impacting pipeline predictability. This approach minimizes guesswork and enables actionable insights, resulting in enhanced predictability and overall effectiveness of the pipeline.