- How many prospects in your pipeline have been there longer than 15 months without an order? Fifteen months may be the wrong window, but there is a period after which the prospect is just an expense, not a real opportunity.
- How many of your clients violate "The No Asshole Rule?" Determine how they became customers and then figure out how to avoid those prospects in the future.
- Do you have a threshold for your salespeople as to how many prospects they can have active in their pipeline at any one time? Salespeople can be blocking real activity by "claiming" prospects when they haven't made progress after a defined period. They can't land the opportunity and your company is not landing another client either because your salesperson is tied up in a dead pipeline.
3 Sales Myths That Are Killing You (And You Probably Don't Even Know It)
Myths are fiction passing as facts. Clean out the myths and you can refocus your sales efforts.|