Review Sales Pipeline – Establish Checkpoints
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.
What are the signals?
What are the metrics?
You’re telling me that you hope it’s going to close, but does the customer also know (or hope!) that it’s going to close next month?
What are the indicators that next month is a possibility for this deal to close?
Unless we’ve established checkpoints and milestones in our process that both we and the prospective customer agree on, we don’t have a way to measure if the sale is moving forward through the sales process.
Want to learn how established checkpoints and milestones in your process?
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