- September 12, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last night was one of those nights where I knew the amount of food I consumed would come back to haunt me. I knew that the Starbucks concoction would cause problems. I knew the dessert would get me. I knew the marinara sauce was a no-no. And I knew that I was eating way too close to bed time. It’s too easy to say yes to food when you love food. Result? I wasn’t able to sleep – at all – because of the incredible discomfort I was having. When you put stuff in that shouldn’t go in, it has a way of coming back out.
The exact same thing can be said about the pipeline of a salespeople that don’t create enough opportunities. They want the few opportunities they do uncover to be included in their pipeline. They know the quality isn’t good. They may even know they won’t get the business. But it’s too easy to say yes when you come across an opportunity. Result? As with the food, when you put stuff in that shouldn’t go in, it has a way of coming back out. You can hope all you want but if the opportunity isn’t a strong one and you put it in the pipeline, it will probably come back out in due time.