Daily Quote |
Skill
There are only two numbers that really count when it comes to pipeline management: accuracy and *gross revenue."
To be clear, accuracy does not mean it's okay putting a bunch of 60%s on the board quarter after quarter. Telling your manager you will be at 94% and then HITTING 94% is gold. Telling your manager you're gonna hit 94% and then hitting 64% is…well…you know what that is. (It's poo-poo.)
Disciplined pipeline hygiene helps you strategically move a deal from the top of the funnel to a close… whether it's a win or a loss.
Do
Today, do some pipeline pruning.
That means today is also the day to get over your obsession with close rate. Instead, focus on opportunities with high closing probabilities this quarter and don't worry about close rate.
This means you'll have to mark some pipeline opportunities as "closed lost."
Easy does it…catch your breath…..! Yes, mark them as CLOSED. You can do it. You're paid on quota attainment, not win rate percentages.
Instead of wasting time defending walking dead opps to your manager, talk about what you should be doing to speed up sales cycles on your open opps.
Oomph
The next time you feel completely uninterested in pipeline maintenance, channel your inner Shaun White to help raise your game. (You can always raise your game.)
After watching Shaun's snowboarding performance in this X-Games SuperPipe event, you'll want to match his genius and be a super-piper with your revenue-projecting capabilities. Yeah, his event looks more fun, but hey you chose your event!
Rise up…just like he does.
The next time you feel completely uninterested in pipeline maintenance, channel your inner Shaun White to help raise your game. (You can always raise your game.)
After watching Shaun's snowboarding performance in this X-Games SuperPipe event, you'll want to match his genius and be a super-piper with your revenue-projecting capabilities. Yeah, his event looks more fun, but hey you chose your event!
Rise up…just like he does.
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