Unless You’re A Cartographer, Peaks and Valleys Suck!

May 27, 2010 at 4:30 pm | Posted in Adrian Miller Sales Training, entrepreneurship, Marketing, sales, Sales & Technology, Sales Training, small business, Uncategorized | Leave a comment

All sales reps experience some degree of peaks and valleys from time to time. However, some breeze through them with little disruption, and for others, they can be a huge problem. Why is this so? The issue, of course, is that many start and stop their business development and don’t prospect on a steady, consistent basis. So, how can you stay motivated and make sure that you keep your business flow level and moving through the sales pipeline consistently?
Make It a Priority

First, you have to consider business development as an ongoing initiative, and not one that you do when you have no work in the door, or when you have nothing better to do.
Develop a Plan and Stick with It!

Of course, there isn’t just one way to bring in new clients. It requires a comprehensive set of strategies that work together. Start by making a plan of action. Assign a specific number of outreach efforts per day or per week. Put this task on your calendar just like an appointment and make sure that you don’t blow it off. If you truly don’t have the time, hire a lead generator or business development rep to assist you with your ongoing business development.
Realize the Importance of Existing Clients and New Prospects

You can’t afford to focus exclusively on finding new prospects, nor can you only hit up existing clients for repeat business. You need to do both to level out the peaks and valleys.
Be Clear About Who Is In Your Pipeline

Not all prospects are created equal. Some are more likely to close than others. Keep tabs on how much time and effort you are putting in. With a clear idea of where they are in your pipeline, you can strategically plan how much effort you should be making with them.
Put Out What You Need to Get Back

The most important strategy to minimizing peaks and valleys is to understand that the more effort you make, the more likely you’ll minimize the chance of having an empty pipeline or no discernible revenue flow. This is truly a qualitative and quantitative activity.

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