Do you have a predictable pipeline?

We’re having an unpredictable summer this year. Virtually no rain in April and May and then a deluge in June and July. Does your sales pipeline sometimes seem like that? Periods of very little coming out of the sales funnel, then you’re up to your neck in water. Unlike the weather, your sales can be predicted. No sophisticated statistical techniques are required; no casting bones or reading entrails. You can find out how to do it by buying a book that describes how the most successful salesman in the United States accomplished amazing sales performance, or you can read on for another two paragraphs. If you think of the sales process as a funnel, as many of us do, then where are most sales lost? It is not to price, competition or all the other factors that are trotted out in ‘Loss Reports’. Most leakage occurs because salespeople focus only on the next month’s sales. The sales that go somewhere else are those where the prospect said ‘call me in three or six months’ and was then ignored because there was a big deal going down at the time. How do you change this situation? There are two options. The first is to change your behaviour as a salesperson and faithfully make every follow-up call on schedule. The second is to get someone you trust to make these calls. Someone who is as focused on your future pipeline as you are on immediate sales. In the long term, the increase in sales wins makes the effort much more than just worthwhile. Disagree? Want to discuss? Other opinions are welcome. Email me at jdick@gmtmailbox.com I will send Joe Girard’s book free to the first 10 contacts. Global Marketing Technologies specialises in sales pipeline management and lead generation for technology companies in the UK, Ireland and the other EU countries.

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