What is your average sales cycle?!

What is your average sales cycle?!

What is your average sales cycle?

Important question to ask. An even more important answer to have.

I am baffled when I look through a company’s pipeline and see opportunities that are 700 days some even 1,000+ days old. Really, you have a 2 or 3 year sales cycle? I am a firm believer that an Opp has a shelf life and therefore expires like a carton of milk.

If your DM leaves mid deal that Opp in most cases is closed lost. This doesn’t mean the “deal” is dead. It means the Opportunity from a pipeline management perspective should be reset.

If you just let Opps linger, when you look to the data, the data will be inaccurate. A well thought out process and follow through provides better data.