From the course: Sales Pipeline Management
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Leads and developing prospects
From the course: Sales Pipeline Management
Leads and developing prospects
- What are the questions usually asked to salespeople? Close any business today? How do your numbers look? Did you exceed your sales target yet? Sounds familiar, doesn't it? However, I can be pretty certain that on the initial list of questions, you're not asked, "How many leads do you have?" As salespeople and managers, we often direct our attention immediately to the far end of the sales pipeline where sales closed are featured. We're focused on the final results, and that's for obvious reasons. That highlights our success, revenue achieved, and it's linked directly to our compensation. However, unless the first stage of the pipeline is done correctly, every other stage will experience issues, and sales closed will not meet expectations. Quite simply, you have to feed the fire right from the beginning to generate the required momentum throughout the balance of the sales process. That being said, I've found in my sales career that some of the biggest problems, disagreements with…
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