What opportunities are you pursuing and why? Have you just focused on “Can we do it?” or did you also ask yourself “Can we win it?” and “Is it worth winning?”.
Identifying and focusing on the right opportunities
Impart’s tools and processes can help optimise your current sales governance / processes and ensure they are aligned to your overarching business strategy. For example, our Opportunity Assessment Tool is tailored to objectively score opportunities against your business priorities, providing a robust system of opportunity qualification. When used as part of the sales qualification process everyone understands “what good looks like” from the outset and all opportunities are consistently evaluated against this criteria. This rigour will improve the quality of your forecast, ensuring you focus on the right opportunities that you can win and are worth winning.