Know These 4 Pipeline Traps

Your pipeline might look full, but is it healthy? Watch how to spot and fix the hidden traps that keep deals from closing.

Don't forget to check out last week's top tip: Don't Ignore this Data!

For more strategies like this, check out my sales tip video library on YouTube...

If you prefer to read - here is the transcript:

Let's talk about pipelines for a second. I want you to spend some time this week analyzing the weak spots in your pipeline. There's only four weak spots that you can have.

You can have too few deals in the pipeline, so you'll never hit your goal. Your deals could be too small. In other words, they're so small that even if you had an overflowing pipeline in terms of quantity, you just don't have the volume.

So is the volume on par? Are you closing, on average, the right percentage? If you're closing below you're below average. Or are you closing below average?

And while you're at it, let's look at if you're showing a wildly overinflated number. I don't buy numbers that are 65%. What I'm looking for is between 25 and 45. So are you in that range or is it a weak spot? You're way too low, or you're diluting yourself because you think you're closing And then lastly, how long is it taking you to close?

Are they closing on average inside the average deal? If your company's average closing time frame is 90 days and yours is 120, then we have a problem. So one of those four factors, or maybe stopping you from hitting your target.

So I'd like you to spend the time analyzing that. Because once you know where the problems are, then you can go about fixing it. And for all of you out there who are saying my pipeline is perfect, I don't have any problems, I'm closing faster deals, bigger deals, more deals than everybody else.

Then I'd urge you to do this. Analyze what you're doing really well to get to that point so you can do more of it.