Sales is an 80/20 rule - 20 percent of the sales people make 80 percent of the sales.
At this point you are probably saying to yourself, "No kidding.
" But, have you asked yourself, "why?" In my experience much of the sales failure in those other 80 percent is in the management of their pipeline.
More is Not Always Better Stuffing your sales pipeline with every stray name and phone number you come across is not wish.
Keep your pipeline tight and targeted to make your sales activity most effective.
Your sales CRM should have a quick and easy way to tag every lead as you work it.
Those tags should make it easy to flow leads in and out of your sales pipeline.
This kind of efficiency will make sure that every contact you make has the highest opportunity to convert.
If it isn't Converting Treat it Different Stop wasting your time on prospects that you are unable to contact or even worse people that like to talk, but never buy.
Get them out of your main pipeline and into a different sales flow.
Maybe they belong in your lead nurturing pipeline or your new product tickler list.
Move them out of your primary sales flow and treat them differently.
Never Kill a Lead, Nurture it Even though a contact is not responsive or they tell you, "no"--don't destroy the record.
All people buy.
In this case you may not have the right product or the right timing.
That is like to change in the future.
Put them into your lead nurturing pipeline.
This means occasional calls, emails, and mail follow-ups.
Keep in infrequent touch and you will be shocked when one day they say, "yes" and thank you for staying in touch.
Every Closing Gets a Referral Request Good sales pipelines are always expanding.
The most powerful expansion is referrals.
Every closing should get a request.
Nothing fancy--just an, "I enjoy doing business with people like yourself.
If you have any friends or colleagues that need my services I would love to help.
"