An old peddler once opined: “Kid, give’ em a number OR a date but never both.”
And as you well know; every Monday morning management wants a number AND a date. So, you can be like our buddy Zoltar (above) and rely on your crystal ball or you can turn to your Sales Funnel.
If you don’t know what a Sales Funnel is;
It is a revenue forecasting model that tracks each deal’s dollar value, estimated closing date and probability of winning.
The key to a reliable Sales Funnel is to know the historic probabilities associated with your product and/or service.
The trouble starts when you try to fool yourself or give in to pressures to commit to dates or amounts that you know are a pipe dream. When that happens you need to have a sit-down with your boss and instead of pushing back open an honest discussion of the hurdles and solutions to make it happen. (P.S. you had better have your ducks in a row before you start).
In any case, don’t be a Zoltar,
To say that the Sales Funnel is the most critical tool in your bag would be an understatement. It is your best friend if you build it, keep it current and are honest ( especially with yourself).
A Sales Pro needs to visualize his/her sales funnel as decisions and resources are almost always in motion. Think of it as your game board and you get to play every day !
If you don’t have a forecasting model or you need to build more confidence in the one you have then consider becoming a paid subscriber with access to The Empty Suit Funnel Master.
Verification and confirmation of the Sales Funnel requires sales calls. And, just like that you are out of your office and in front of the customer. I promise it will bring a tear to the eye of even the most cold hearted Sales Manager !
As always, thank you for reading “From the Road. Keep the tradition alive and pay this newsletter forward.
For a deep dive on this or any other challenge consider a Paid Subscription which includes unlimited chat with The Empty Suit and the online Funnel Master.
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