Four Expectations You Can Set To Ensure Pipeline Accuracy
Posted: Wed Jan 29, 2025 4:55 am
You are a sales professional and, as Jeb Blount says, an elite athlete of the business world. Wake up every day and make the choices to be better than you were the day before. Most days you will succeed, some days you won’t. That is human. Don’t let the bad days make you fall victim to bad habits.
Create a strategy around creating awareness, getting the rest you deserve, and getting the wins you need to build back confidence. Make the choice to better your situation before you are forced to, and separate yourself from the rest.The Pipeline Is The Lifeline Of A Company
I believe a robust pipeline is the key to success 99% of the time. It is the lifeline of the company. To predict if the company will meet its numbers, look no further than the pipeline. Right? That’s assuming that the pipeline is accurate. But is it?
Don’t Over-Promise and Under-Deliver
Sellers must first build their pipeline, then ensure as bulgaria telegram data much accuracy as possible in the numbers they offer. Then the sales manager is responsible for communicating the combined pipelines of their team to upper management.
It’s common for sales managers to trust some of their folks’ numbers but may find others not so reliable. In other words, the problem is with those salespeople who are too optimistic, then over-promise and under-deliver.
Asking The Tough Questions Versus Having An Interrogation
A key component of a manager’s role is to work with their salespeople to manage and report their pipeline. Trust in your people is paramount and that happens over time.
But there is a fine line between asking questions to ensure accuracy of the pipeline and turning it into an interrogation. Tough questions may be necessary with those that have a weak pipeline and are trying to hide behind poor activity.
As a sales manager I believe there are four expectations you can set with your salespeople to ensure pipeline accuracy and predictability.
How Long Has The Deal Been In The Pipeline?
First, how long has this opportunity been in the pipeline? If it has been forecasted for six months or more, what is holding it up? How often is the salesperson meeting with the customer?
If a sales opportunity is to move forward, the salesperson should be in regular contact with the decision makers ensuring they have all the information they need to make their decision. Customers can be cautious on moving forward since change is always risky.
Create a strategy around creating awareness, getting the rest you deserve, and getting the wins you need to build back confidence. Make the choice to better your situation before you are forced to, and separate yourself from the rest.The Pipeline Is The Lifeline Of A Company
I believe a robust pipeline is the key to success 99% of the time. It is the lifeline of the company. To predict if the company will meet its numbers, look no further than the pipeline. Right? That’s assuming that the pipeline is accurate. But is it?
Don’t Over-Promise and Under-Deliver
Sellers must first build their pipeline, then ensure as bulgaria telegram data much accuracy as possible in the numbers they offer. Then the sales manager is responsible for communicating the combined pipelines of their team to upper management.
It’s common for sales managers to trust some of their folks’ numbers but may find others not so reliable. In other words, the problem is with those salespeople who are too optimistic, then over-promise and under-deliver.
Asking The Tough Questions Versus Having An Interrogation
A key component of a manager’s role is to work with their salespeople to manage and report their pipeline. Trust in your people is paramount and that happens over time.
But there is a fine line between asking questions to ensure accuracy of the pipeline and turning it into an interrogation. Tough questions may be necessary with those that have a weak pipeline and are trying to hide behind poor activity.
As a sales manager I believe there are four expectations you can set with your salespeople to ensure pipeline accuracy and predictability.
How Long Has The Deal Been In The Pipeline?
First, how long has this opportunity been in the pipeline? If it has been forecasted for six months or more, what is holding it up? How often is the salesperson meeting with the customer?
If a sales opportunity is to move forward, the salesperson should be in regular contact with the decision makers ensuring they have all the information they need to make their decision. Customers can be cautious on moving forward since change is always risky.