article | February 7, 2012
One Silver Bullet to Bulk up a Weak Sales Pipeline
Intuitively, it makes sense to concentrate the experience and skills of the sales manager on the smaller number of deals that are ready to close. But this is completely backwards. Here are the most common reasons:
There are negative consequences for devoting so much time to late-stage deals:
There is a better way – do a Shift and Lift of your sales manager’s time.
How do we get the manager the visibility they need on the true state of early stage deals?
We know that there is a finite amount of selling time available to each sales manager. Shifting focus away from the late stage deals takes courage, but it will pay off with a stronger sales pipeline and a more effective sales team. It cannot happen instantly. It requires a gradual but disciplined shift. Let me know your thoughts on how to allocate time by stage of the sale with a comment in the box below.
Proper attention to the top end of the funnel will enable your sales process to deliver world class results.
Sign up for our next webinar: Each month a sales consultant from our firm presents a best practice taken from one of our clients. You can sign up for the next one here: