Here are five fundamental questions that too few B2B sales or marketing execs can answer and as a result they are flying blind.

1. What is your average (or mean) deal size expected to be in 2009?
2. How many deals-contracts-orders do you need to win to achieve your revenue objective?
3. How many weeks does it take to convert a name into a deal?
4. What percentage of your names leave the sales funnel during this period (leakage)?
5. How many names do you need to put into the funnel, at what time, in order to achieve your revenue objective?

I’d say 80% of the companies I speak with cannot answer more than one of these questions. Such room for improvement.

Chuck Besondy, Principal, OneAccord
512.692.9642
chuck.besondy(at)oneaccordpartners.com