Define funnel lifecycle stages and stage conversion formulas
Define the evidence, the metric, the owner and the next decision. Capture a baseline and measure the change after implementation.
MAVERICK RESOURCE SYSTEM 08 / 09
Lead & Pipeline Conversion System
Find missed revenue between first inquiry, appointment, proposal and closed deal.
Free field guide and business operating workbook
A usable checklist with implementation steps, decision questions and quality standards, plus a multi-sheet Excel operating system.
The four-step implementation process
Audit lead speed-to-contact and ownership
Define the evidence, the metric, the owner and the next decision. Capture a baseline and measure the change after implementation.
Measure booking, show, proposal and close conversion separately
Define the evidence, the metric, the owner and the next decision. Capture a baseline and measure the change after implementation.
Prioritize automations without masking operational failures
Define the evidence, the metric, the owner and the next decision. Capture a baseline and measure the change after implementation.
What you build
- Lead stage definitions
- Speed-to-lead tracker
- Show-rate dashboard
- Pipeline forecast
Questions to answer first
Who owns each new lead and when?
Capture your answer, document the current source of evidence and list the information needed to validate it. Enter the action into your operating system.
Are missed calls and no-shows visible?
Capture your answer, document the current source of evidence and list the information needed to validate it. Enter the action into your operating system.
How is a qualified opportunity defined?
Capture your answer, document the current source of evidence and list the information needed to validate it. Enter the action into your operating system.
What is the real sales cycle by segment?
Capture your answer, document the current source of evidence and list the information needed to validate it. Enter the action into your operating system.
This is a free educational resource. Financial estimates are only as reliable as the data and assumptions supplied. The paid, bespoke version involves a separate scoped engagement with Maverick Inc.
Need this implemented across your business?
Tell Ian about your business. If aligned, he will arrange a short fit call before a detailed strategy session.