A completely full pipeline…sounds nice, doesn’t it? Of course it does! We haven’t run across many people in sales that don’t want to be in front of more new opportunities. If your role includes finding new business, it is probably what you are waking up each day thinking about – “what's next?”.
In the drive to find more new opportunities, don’t just get addicted to ‘new’. Quite often salespeople will meet with anyone to say they put something new in the pipeline. It is crucial that the salesperson understand the OPPORTUNITY COST when exploring new deals in the pipeline.
Salespeople should ask themselves these questions:
• What is meeting with a prospect, not in your ideal client profile costing you?
• What deals in your pipeline are you working that haven’t been qualified, and maybe you know in your heart that they won’t be qualified?
• Are you meeting with the same prospect multiple times because they are ‘nice’, but don’t seem to make a decision?
These situations may be distracting you from focusing on true OPPORTUNITIES with real PROSPECTS in your pipeline. In the effort to find MORE, be sure to qualify and find the RIGHT opportunities for your pipeline that will lead to more closes, more revenue, and improved profitability.
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