Sales Funnel is a proprietary, web-based sales management tool utilized by all Business Development (BD) personnel across Holtec International's global Operations Centers. This platform enables each BD specialist to maintain a dynamic and detailed record of every sales opportunity for which they serve as the Principal Sales Person (PSP).
For each opportunity, the PSP documents:
The projected sales value for each opportunity is calculated as the product of the estimated sales value and the assigned probability multiplier. The sum of all projected sales from all PSPs determines the total projected sales for each Enterprise Unit.
PSPs are trained to input projection data with the highest level of objectivity. Each PSP’s projections are continuously monitored by the Sr. Director, Business Development (SDBD), who holds the exclusive authority to reduce (but not increase) a PSP’s projection. In cases of disagreement between a PSP and the SDBD, the matter is escalated to the EVP, Business Development or the President of Global Clean Energy Opportunities who are empowered to make a final ruling. No other company official, regardless of rank, is permitted to alter sales projection data.
Due to the typically long development periods of sales opportunities and the relatively small number of such opportunities (fewer than 300 annually), quarterly projections may deviate from actual bookings. However, historical trends indicate that projections tend to align more closely with actual bookings when assessed over longer time frames, typically two to three years.
All Sales Funnel content is classified as Confidential and Business Sensitive Information and is held under the custody of the EVP, Business Development and the President of Global Clean Energy Opportunities who are the only company executives authorized to share its contents with external parties, subject to appropriate non-disclosure agreements (NDAs). In the absence of the EVP, Business Development and the President of Global Clean Energy Opportunities, the Executive Committee may authorize the release of information if a majority of its members support the decision.
