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In a downturn, how do you protect your revenue? Operations Leaders are critical to the company when it comes to navigating uncertainty. The pressure to provide the right data and identify business gaps increases exponentially during a downturn. They rely on Clari to produce strategic recommendations for executives. Here are four actions to take now:

Review Conversion Rate Trends

Analyze historical win rates, deal cycle times, and ASPs. Apply those conversion rates against

your open pipeline for current and future quarters to predict likely revenue outcomes.

Drill into the Details

Go beyond what’s happening and truly understand why. Drill down to the deal level

for inspection to help you explain trends and create prescriptive game plans.

Capture Deal Movement Signal

Track how many of your close dates are pushing from one quarter to the next. Spot trends in segments, industries, or regions, and make

focus area recommendations to sales leaders.

Enforce Your Sales Process

Ensure your sellers are adhering to your sales methodology. Create a delinquency

reporting cadence to spotlight and correct poor deal hygiene.

4 Actions to Take in a Downturn For Operations Leaders

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