Chris Bijou

iDealResponse founder and CEO, Chris Bijou is a high-tech pioneer and entrepreneur with experience taking game-changing products from inception to global enterprise market adoption. Among these ventures was EDI Technologies, which partnered with Adobe and Xerox in launching the first electrostatic digital imaging systems.

Boston finishing marathon

Consistent preparation requires consistent scheduling and execution.

As executives we often have a plan. A quick new vision to execute. Seems simple enough. We explain it. Our smart employees nod their heads, taking the assignment with perceived understanding and we move on to the next order of business. But, then the outcome somehow leaves us…well, wanting. The following example illustrates why.

People are often surprised to learn I have nine children. And that they’re all from the same amazing woman I’ve been married to for 24 years. Even more amazing is that she’s stayed in great shape, wakes with a smile each day and still greets us with a sense of love and humor.

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.

Pages

Contact

Follow The Blog

   Email * 
Subscribe to Syndicate

Blog Categories

Blog Authors

kajabi
eclub

EC

ad5
ad6

ad7

ad8