Skip to main content
Sandler Training | Chicago & Northbrook, IL

Sales Pipeline

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking?

 

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

 

Mark’s sales manager, Irene, asked him to forecast the number of sales he would close over the coming month. Mark came up with his best guess. Unfortunately, Irene didn’t find his best guess very helpful. As it happened, the new monthly forecast was identical to Mark’s previous month’s “best guess” – a figure he had failed to come close to reaching.

There are only a few weeks left in Q4, which means that lots of sales professionals are asking themselves a familiar question right about now: How do I make the most of the time between now and December 31?

Creating an effective sales pipeline can be a massive headache for sales leaders because reps have been known to stuff the pipeline with opportunities that have zero chance of closing. In a previous life, I took over a product specialist role selling a web-based media monitoring and crisis communications program. My first six weeks in that role was spent culling a $3 million pipeline down to $160,000 of real, qualified opportunities