If there’s one habit that will make your sales team successful, it’s this one. Get your sales team to do this each day.
Ensure that each member of your team never ends their day without engaging in at least one activity to put new opportunities in the top end of the sales pipeline.
Certain members of your team might scoff at the idea of fitting yet another activity into their already hectic schedule, but this does not have to be a time-consuming endeavor! All a rep must do is complete one of the following activities:
- Make one more sales call.
- Ask for one referral.
- Attend one networking event.
- Call on one lost or existing customer to present new opportunities.
It’s easy for the days and weeks to fly by (just look at quickly we passed through 2018) and your sales team to get caught up with daily to-do lists that don’t necessarily bring in new opportunities into the pipeline. When this happens, it’s not uncommon for a salesperson to show up to work one day without anyone to sell to! They then enter scramble mode and try to fill up the pipeline with new individuals who may or may not be ideal customers in the first place. And, let’s face it, scramble mode is far from the ideal state for a rep to be working under!
The best companies make it an absolute must for their sales team to engage in daily pipeline building activities.
It’s no surprise that these companies are the ones that produce the best sales results.