Have You Done a Reality Check on Your Pipeline Health?
In our previous post, we introduced ideas on how to make the most out of your Q1 results as you try to get a strong start to Q2. The very first priority that sales leaders need to tackle is pipeline health.
Missed Q1s are largely due to not?having enough?qualified pipe at the end of Q4. Q1 results are largely determined by activities from Q3 and even Q2 of the prior year.
At FireOneCXO, we consistently work with our clients to help them continuously evaluate the health of their pipeline. This is not just a best practice but a?necessary?process.
A healthy pipeline is like exercise.?Exercise builds a healthy heart for a long life.?Pipeline is your?lifeline,?and it needs to have the end goal of closing deals and exceeding targets. Conducting an unbiased analysis of your pipeline needs to be your top priority at the start of each quarter.
Remember to take a hard look at your pipeline with the focus on quality vs. quantity. What opportunities are likely to convert into won deals? While you ultimately need 3X-4X your revenue target,?qualified?pipe is what is going to get?you to?reach your end-of-year sales goals and build sustainable growth.
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The sales team has to be on the same page on the buying personas, what fishing holes to be fishing in, what fish to try and catch, processes to follow, and how to engage the entire organizational ecosystem to close deals.?You need to ensure that your sales management system is in place and highly functional, including critical components like:
Now would be a perfect time to narrow the focus and implement a cohesive and coordinated pipeline strategy across the entire organization.?It's a must-do at?the start of Q2 to set up your current quarter and the remaining year for success.
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1 年Sales drives everything in a business, if you have no cohesive sales energy and qualified deals in your line, then you will miss your revenue and as a business you can't afford that bleed out. Sales drives everything.