Skill + Do
You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.
Your revenue projection accuracy reveals a lot about your sales competencies. Your sales manager cares more about whether your data is true than if you have 100 opportunities versus 10. And what’s true or not is a big indicator of your ability to work an account.
Your activities can be measured through your CRM house’s contact management side, but the opportunity section reveals the only thing your manager cares about. Sure, if the ratio of meetings to opportunity dollars is way off with you versus other reps on the floor, your manager should help you with that, but those ratios are rarely far off.
There are three questions you should keep in mind when working to create a true opportunity pipeline:
1. When is the buyer going to buy?
2. How much are they planning on buying?
3. What are the obstacles that stand in the way of them buying?
If you ask your customer those questions – and get honest answers – your pipeline will be true.
"It’s not about having the right opportunities. It’s about handling the opportunities right." Mark Hunter
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