M&A Insights – Sales Pipeline

There’s nothing better than a good sales pipeline to engage a potential buyer.

A credible sales forecast is a powerful tool to give confidence to a buyer, but this is not something to pull together at the last minute. Start projecting sales on a regular basis and work on the process – refining the stages and criteria. Better still, track the sales pipeline on a monthly and quarterly basis against actual sales recorded.

Also, think about your sales funnel, how many enquiries do you need before they turn into a sale and how long does this typically take?

Establishing a solid pipeline will certainly put a tick in the box from an acquirer.