TechnipFMC · Technology provider to the energy industries · India
Methodology development and customised training for the Indian sales team.
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The Indian sales team faced growing competition and was handling clients inconsistently from one person to the next.
The pipeline contained everything that had been quoted, which meant it forecast nothing.
Opportunities were entering and staying in the pipeline without any shared test of whether they were real.
Each salesperson assigned value differently. Reviews were therefore conversations about optimism rather than about deals.
We built a research-based method with a clear framework for assigning realistic value to opportunities, so the pipeline reflected what was genuinely in play rather than everything that had been quoted.
Research-based, with a clear framework for assigning realistic value to opportunities.
We then trained the team on converting the opportunities that survived that test, and on winning new enterprise accounts.
The revenue figure was attributed by the client. Our current approach agrees the measures and the baseline in writing before anything is delivered.
The closure ratio also multiplied several times over. We do not quote that as a percentage, because the starting ratio was low and a large percentage increase on a small base misleads more than it informs.
A pipeline that includes everything is not a forecast, it is a list.
The first gain is usually not more closing. It is a smaller pipeline that means something, which then makes everything downstream of it worth improving.
How TechnipFMC’s Indian sales team rebuilt its pipeline around a shared test of which deals were real. The client attributed a $1.4M revenue increase to the change in method.
Twenty minutes on the phone is a reasonable place to start.
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