Publications
Publications
- May–June 2021
- European Business Review
Getting Up to Speed in Your Sales Efforts
By: Frank V. Cespedes and Zoran Latinovic
Abstract
In a study before the pandemic, Pricewaterhouse Coopers found that companies had made little progress in the previous decade in speeding up their cash-conversion cycle, as the cash crunch generated by the pandemic painfully demonstrated. In most firms, sales velocity is the biggest driver of cash-out and cash-in. But sales velocity is itself the result of other activities: opportunity selection, deal size, and win rate. This article discusses each component, what some companies are doing to improve sales velocity, and new tools for managing this aspect of financial oversight as well as sales management.
Citation
Cespedes, Frank V., and Zoran Latinovic. "Getting Up to Speed in Your Sales Efforts." European Business Review (May–June 2021): 68–71.
About The Author
