When building a sales pipeline, one of the key considerations is the quality of the leads entering the pipeline. The more “trash” i.e. unqualified enquiries that enter the pipeline, the more likely a team is to be bogged down in chasing deals that are never going to close. With limited time and internal resources, a sales team must focus on those deals with a higher probability of closing.
At your meeting, discuss and agree the key criteria your company uses to qualify a sales lead. Document your results and start using this checklist to qualify in or qualify out enquiries. Prepare your pipeline properly. Make sure your CRM pipeline dashboard is set up correctly so that it adds value and gives you accurate sales forecasts.
by Suzanne Burgess