This post describes a simple methodology by which to organise and visualise a sales pipeline. Sales opportunities are scored along two dimensions – the maturity of the business case and your relative competitive standing. Once scored, results can be graphically depicted using a balloon chart in which the area of the circle scales to the dollar value of the opportunity. The method takes the name 4CastR as, along with it being a forecast, the method uses R to cast opportunities into 4 quadrants labelled Close, Convert, Counsel and Cover, respectively.
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