By Suzanne Burgess
How does a lead, perhaps someone’s name scribbled on a piece of paper by a friend, somehow turn into a major deal? The answer is obvious – by nurturing the development of that lead carefully through the necessary sales process stages, over time it will most likely metamorphose into something worthwhile. Providing you apply the right process of course. Your CRM system will assist you track how well your process is aligned to what you do on a daily basis.
At your next sales meeting, discuss your documented daily or weekly sales pipeline reports in detail. Have you proven your sales process? Is it aligned to your customers’ buying process? What are your ratios? What improvements could be made to the quality of the leads entering the pipeline? Time spent on improving your pipeline way up in the beginning of the sales cycle will pay dividends.