By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®
On a regular basis I have communicated to you the importance of dedicating, at a minimum, two hours a day to prospecting and business development in an effort to build and keep your pipeline at optimum strength. If you look at your pipeline on a weekly basis, you may discover that you need to increase your prospecting activity. For example, imagine closing a couple of nice pieces of business and simultaneously losing some opportunities that you were counting on! All of a sudden your pipeline is nowhere near what it needs to be. Your week, month or quarter can quickly spiral out of control if you are not proactively adding to it the number of good opportunities you need, based on your historical close rate, to achieve your revenue goals. It’s a scary feeling when you find that your existing pipeline can’t support what you are being asked to deliver. By reviewing your pipeline strength on a daily basis, you can determine if you have to invest more than the two hour suggested minimum. You want to continue to have new prospects enter the top of your sales funnel.
