Sales Pipeline Management

Sales Quick Quiz

• How much time are your managers/sales people spending in the field face to Face with customers?
• How many customers / orders do you or your team need to achieve target?
• What are some of the product and customer targets you have set?
• What are some of the activities you are currently coaching?
• How do you focus your teams business building activities and what criteria do you use?
• How do you evaluate the probability factors of success?
• How much of this year’s business will come from your current accounts?
• What is the average delay factor-lead time from identifying a new opportunity to invoicing it?
• What is the historic fall out rate from your existing accounts?

How confident are you that you/your sales people will consistently hit target?

The Hearts and Minds Sales Pipeline Process is designed to build the activity trends and ratios that will create the results you can expect, rather than hope for, by identifying how much influence you are really having, and in what area you need to focus next. Because Hope Is Not A Sales Strategy

Sales people typically know where they have been this week and (hopefully) where they are going next week. Yet, across the key activities that really influence your customers, how well are you driving and monitoring sales activity on an ongoing basis and then connecting that to individual results?

By implementing a consistent ‘Sales Pipeline Process’ you can create a more productive sales environment where everything is more visible, tangible, and certain and where you can understand exactly what type of activity is driving your sales results.

Weak sales people continuously do the things they are comfortable doing (same accounts, same contacts, same conversations etc). and are often ‘busy being busy’. Successful salespeople naturally move away from situations that limit their thinking and move towards situations where they are able to think ahead and plan what activities need to be done and sales conversations that need to be had to hit target

For those wanting and/or prepared to take a higher degree of control of your sales results, the Hearts and Minds Sales Pipeline Process will serve as a significant sales tool. It will enable sales people to know with a high degree of certainty whether you are likely to hit target or not. And, if you are off target, it will enable you to determine exactly what it is that you need to do more of differently or better to get back ON target.

Contact Us

For more information about how Sales Pipeline Training and Coaching will help your sales managers and sales people become more successful and HIT TARGET contact KONA today on 1300 611 288 or glenn@KONA.com.au