Step 1: Understand the 3 Overriding Areas of the 10 Elements

Over the next 10 blogs in this series we will look at 10 basic elements that should be considered as you forecast. But, they are more easily understood if grouped into 3 areas:

#1: Trust

  1. What are the best measures that show they trust you enough to buy?

#2: Movement

  1. What is the current momentum of the deal?

#3: Tangible

Pipeline Inversely Proportional to Performance

One thing I’ve noticed that I’ve always found fascinating is that often the size of the pipeline displayed is inversely proportional to performance. Over and over we see completely underperforming reps who report 2 to 5x the pipeline listed by the quota busting reps. It’s as if they believe they can make up for poor performance with sheer volume on an excel page.

You’ve probably heard lots of companies offer all sorts of fun freebies for your birthday. Well, I like free (good!) stuff, so each year around my birthday I go on the hunt for free birthday treats from some of my favorite places. And I do it for two reasons:

“Don't let the fear of the time it will take to accomplish something stand in the way of your doing it. The time will pass anyway; we might just as well put that passing time to the best possible use.”

~Earl Nightingale

Depending on what decade you grew up in, you will likely remember a time when picking up a phone to make a long-distance phone call was a big deal. A really big, expensive deal. Video was for the likes of Hollywood producers or home-movie aficionados, but it certainly was not a tool most businesses would have access to using. And the Internet, cell phones and tablet devices were the stuff of crazy science fiction and cartoon characters like The Jetsons.

Pages

Contact

Follow The Blog

   Email * 
Subscribe to Syndicate

Blog Categories

Blog Authors

kajabi
eclub

EC

ad5
ad6

ad7

ad8