Leverage the Team to Keep it Real:

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Meanwhile, frustrated sales managers look on in dismay, pleading with their salespeople to let these ugly deals go. It is an ongoing battle that is a core part of the sales manager’s job as a coach– just as it is the job of the baseball coach to keep players swinging in the strike zone.

How to Qualify Pipeline Opportunities and Keep it In the Strike Zone
So what can Sales Professionals do to keep from chasing ugly deals and how can sales managers help them?

Define the Strike Zone:
Here is a blinding flash of the obvious, if you don’t define the strike zone, you will waste a lot of time chasing ugly deals. Far too many companies and sales organizations have failed to develop the profile of an ideal prospect or customer. Therefore, the first step is to develop an Ideal Qualified Prospect profile (IQP).

Pipeline Discipline:
Make a commitment to measure every prospect, deal, and sweden telegram data customer against your IQP. When they don’t fit, develop the discipline to walk away.

Not every deal is going to fit your profile perfectly. This is not how the real world works.

In some cases it may make sense to take some risk and swing outside of the strike zone. But there is a difference in taking a risk and chasing an ugly deal. Analyzing pipeline opportunities as a team is a powerful way to move forward with calculated risks and keep it real.

Working as a team gets everyone engaged in pipeline management and is an excellent way to help new salespeople how to qualify opportunities.

Salespeople can be so close and so committed to an ugly deal that they cannot see the obvious and will not listen to their sales leaders. However, they’ll often get a wake up call when the entire team tells them that their deal is ugly.

Coaching and Pipeline Reviews
It is crucial that sales leaders conduct regular pipeline reviews and look at each opportunity in the forecast. Good sales managers coach their sales pros: “Don’t swing at nothin’ ugly.”