Does your sales team’s pipeline have peaks and valleys that make you pull your hair out? Listen to this episode to learn how to change this trend.
There’s an old adage in sales. “You’re only as good as your last sale.”
That expression has been burned into the minds of all salespeople. However, this expression is short-sighted and creates nightmares for sales managers. Rather than creating a healthy, consistent sales pipeline, it causes your salespeople to focus on winning a deal. Then, they kick-back and enjoy the accolades until it hits them, “Geez, I better go get another sale.”
“You’re as good as your last sale” makes your sales pipeline report look like an EKG report with huge peaks and valleys. Want to change this trend? Try changing the adage…
“You’re only as good as your next sale.” Celebrate the victories, but keep their eyes on the next sale that is coming. Make sure that your salespeople understand that the secret to selling, not to mention income, success is not one win, but a sales pipeline that generates victories consistently.
That’s the performance every sales manager dreams of….
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.