BEFORE YOUR TEAM SPENDS TOO MUCH WASTED TIME…..Are they “real” and are they moving forward… you know….do your sales people know?  How do they know? Here are a few fail-safe tactics:

Watch the numbers: The best predictor of sales success is each individual pipeline

Conduct qualification reviews.

  1. What new accounts are they calling on (getting appointments?)
  2.  Is there a real opportunity discovered after they meet?
  3. Did they qualify the account properly? Example:
    • Quote for the decision maker?
    • Decision upon quoting?
    • Will it be profitable/acceptable?
    • No potential headaches?
    • Funding Exists?
    • Customer knows the price range?
    • Dissatisfied with current vendor? Why?
    • Will leave incumbent vendor?
    • Timeframe is appropriate?
    • We have a solution?
    • Competitive issues handled?
  4. Can we FORECAST this business (close-able?)

To raise expectations and help your people be more accountable follow the process on a regular basis (weekly?) Remember, the pipeline is the single most predictor for sales success!

Remember: Activity without results is useless!

AXIOM: “Don’t listen to what they say…watch and inspect what they do!”

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