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Sales Pipeline Optimization: Build vs. Buy

Authored by Sean Kooyman on July 23, 2014

Do you need more visibility into the sales pipeline? Need better sales forecasting? Evaluating tools and consulting to solve this problem? This article will simplify your decision making process and spell out exactly what to expect with our tool - no fluff, just the info.

TopOPPS is a Sales Pipeline Optimization tool.

Its overall goal is to increase predictability of sales forecasts. It achieves this through a 3-pronged approach:
1) Allowing for easy updates for a sales rep, getting more data to analyze into the system.
2) Facilitating communication between Sales Managers and Sales Reps, reducing assumptions.
3) Allowing for instant analysis into what needs attention and what has changed in your pipeline, as well as comparisons to previous sales periods.

Setup is a breeze.

After just 7 clicks and 5 minutes, your sales team's opportunities are pushed into the TopOPPS system and you can immediately see what needs attention in your pipeline, and reps can start using the app on their mobile devices.

Powerful Customization

Do you use a monthly system instead of a quarterly system? Do you have milestones within each stage that are to be completed before advancing to the next stage? Do you want to be notified after an opportunity hasn't been updated in two weeks? Or how about if an opportunity has been stuck in a single stage for over 30 days? Do you want a warning to be triggered when you are against that pesky competitor on an above average deal?

Using our dynamic graphs library, either settle in with our default graphs to identify outliers that need attention on specific metrics OR build up your own graphs comparing any metrics you want over any time period you'd like! Building custom reports and graphs is just two clicks away with no hoops to jump through!

While TopOPPS has excellent defaults out of the box, you'll find you're able to customize and tweak just about everything!

Common Objections

Why shouldn't I just build my own in-house solution?

Realistically, there's nothing stopping you from building this. However, do you really want to? Ours is already built, and you can be up and running in minutes!
Also, TopOPPS has an entire engineering team focused on this solution. We are 100% committed to optimizing the flow of Opportunities through the Sales Pipeline. Our solution is purpose built solely to solve that problem.

Our mobile app puts a Sales Rep's opportunities at their fingertips, allowing for easy updates and direction on what opportunities need immediate attention. Our web app makes the entire pipeline quite clear to a Sales Manager, with our analytics and learning algorithms providing intelligence on trends to be aware of for success, and patterns that are in need of immediate attention to head off losing a deal.

Our complete solution is a feedback loop - the Sales Rep's more constant updates through the easy to use mobile application feed more data to our analytics package and pipeline overview for our Sales Managers. Sales Managers are able to request updates on various opportunities from the Sales Reps, facilitating a communication channel that requires only a couple clicks and finger taps to complete. The learning algorithms take the constant flow of information and highlight to both the Reps and the Managers exactly what needs to be focused on.

Why not just use Salesforce1 / Competitor X, Y, or Z?

Salesforce1 suffers from the same issues as Salesforce.com. A sales rep using Salesforce1 has access to their opportunity pipeline, but also EVERYTHING ELSE on Salesforce. Just as with Salesforce.com, Salesforce1 is focused on providing a repository of customer data - it does a little bit of everything, and therefore cannot be laser focused on solving the problem of accelerating the sales pipeline. Without a purpose built solution for sales pipeline optimization, Sales reps have to jump through hoops and a bunch of taps/pages to find what they need.

Other solutions suffer from a similar issue - they have a more expansive, diverse offering, which some would consider an advantage - we consider it merely a distraction. They also tend to try to solve only one side of the problem - either the mobile side, or the Analytics / Sales Manager side. We believe you absolutely need both - you need the mobile / simple update solution to actually get up-to-date data to analyze, and the Analytics piece to show you insights into that data.

TopOPPS has the best of both worlds, as we are laser-focused on Opportunity Pipeline management and solve both sides of the problem. Our mobile solution doesn't just dump all your data on you, but highlights the things that need your immediate attention and updates, putting them just a single finger tap away. Our Analytics and Reporting solution immediately makes clear your Sales Goal progress and forecast projection, and brings to the forefront the things that need your attention to hit that goal.

But tools like this have a long implementation process, and IT will have to add this project to their backlog...right?

Nope!

TopOPPS prides itself on our super-simple installation process that sets us apart from the traditional solutions. We reduce complexity and have a safe installation by not installing additional objects to your Salesforce instance.  We have tight integration with your existing custom fields you've added to your Opportunity object and make them first-class citizens in our app, and respect all your custom validation rules you've created on Salesforce.  As such, our app works quite well with even the most customized Salesforce organizations!

The installation process is dead simple - don't take our word for it, let us prove it to you. Sign up for a free trial today!

 

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  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

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