There’s NO trick to maintaining a healthy pipeline;
that’s full, showing movement, and balanced.
There’s a simple formula…
1/3, 1/3, 1/3
1.) Spend a full third of your time working hot opportunities
2.) On working deals that are currently active
3.) Targeted prospects that are not yet active
Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg.
Because again, NO ONE DEFAULTS to prospecting…
Even when you do your GREEN TIME?!
If you do ONLY just the 90 minutes of calling and prospecting?
Discarding the third-third-third….
Let’s say, your working more attention towards HOT opportunities…
Surely, you’ll gonna gravitate to the less risky…the easiest!
Most salespeople didn’t have any clue how heavily they are investing ONE VS the OTHERS
Creating little time working on new opportunities!
A choice how you invest your time!
So my friend, How do you handle your SALES MATH?
Or what’s your required activity level at the beginning of your process necessary to produce the amount of closed business you desire?