Do you use a sales funnel to manage your sales process AND to measure your expected return ratio? If not, here is a good example of how to set it up. Worthwhile exercise.
Excerpt: At the top of the funnel you have “unqualified prospects” – the very many people who you think might need your product or service, but to whom you’ve never spoken. At the bottom of the funnel, many sales and delivery steps later, you have people who have received delivery of your product or service and have paid for it.
Read full article via The Sales Funnel – Sales Skills from MindTools.com.