Search Results
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More on the Pipeline
- September 4, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I recently wrote about the importance of a balanced pipeline but, in that article, didn’t comment on the required size of the pipeline. Size will vary by company, industry, average order, and salesperson but I’ll attempt to provide a common formula that should work for everyone.
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Pay Attention to the Pipeline
- August 30, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll bet you don’t know whether each of your salespeople have enough opportunities in the pipeline. Oh, you do know that one? Sorry. That’s right. None of them have enough opportunities in the pipeline. And lastly, I’m sure you don’t know whether each salesperson’s pipeline is balanced. What is a balanced pipeline?
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Slump Busters
- June 7, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Lack of consistency causes salespeople to slump and consistency prevents slumps. It’s that simple. But what is the true nature of a slump?