Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

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.

Robert D. Smith

Nearly 40 years ago, I learned the one business lesson that became the foundation of every success I’ve ever enjoyed.

I was out of college for the summer and working as a door-to-door educational material salesman for the Southwestern Company. Believe me when I tell you that there is no better introduction to the feeling of rejection than having a door slammed in your face over…and over…and over again.

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