Reasons to Establish Checkpoints and Milestones in Your Sales Process

Reasons to Establish Checkpoints and Milestones in Your Sales Process

By Scott Sambucci | December 10, 2019

Reason 1: Measuring Progress

“Often, it’s hard to be objective because we have so much enthusiasm about our product and the problem that we’re solving. We can quickly become overly optimistic about a single conversation we had with a target company because we’re excited. We want the company to become a customer, and it’s easy for us to look at each sales opportunity with bias. Establishing checkpoints and milestones also forces us to be honest with our customers and ourselves. 

When I begin working with a new client, one of our first activities is to review the current sales pipeline. A common trend across almost all my clients is that the CEO and teams tell me about how they’ve had a couple of good conversations with XYZ company and that they hope the deal will close next month. My response to them is always: Hope is not a strategy.” 

[Excerpt from my new book – “Stop Hustling, Start Scaling.”]

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