Building off the idea of a diverse pipeline
Posted: Sun Jan 05, 2025 8:16 am
sales reps should also be adequately balancing their time working opportunities and creating pipeline for the future.
“If you spend all of your time working opportunities, what happens when all of those opportunities close is that you no longer have any pipeline,” says Beth.
Unless time is divided among trying to close deals and nurturing new opportunities, momentum can stall and deals can dry up, making it difficult for reps to reach their goals consistently.
With that in mind, it’s important to train your reps effectively vk database and ensure they leverage platforms like your CRM to keep track of their pipeline and open deals.
“From a coaching and technology perspective, are we enabling reps to spend time in the right places?” asks Beth.
At the same time, ensuring strong alignment between your marketing and sales teams can also help make better use of your sales team’s time. If your marketing team is creating assets or providing enablement materials that could support your sales team, then reps can spend more time on priority tasks like selling and creating pipeline.
At the end of the day, the key to setting realistic sales goals and subsequently accomplishing them is leveraging accurate tracking information. This data directly informs the goals you set as well as the coaching you provide your team members to better enable their success.
When it comes to sales goals, it goes without saying that most businesses have one ultimate goal in mind — bringing in revenue.
It can become easy for salespeople to focus on one thing — closing more high-value deals. While we all would like to be able to do that, doing so is not always a practical goal for your business, let alone the individual members of your sales team. Not every sales representative is suited for closing large deals and focusing solely on them may not lead to a diversified pipeline.
I sat down with New Breed’s Manager of Inside Sales, Beth Abbott, to hear more about what it takes to set realistic sales goals that put team members in a position to accomplish them and grow their business.
“If you spend all of your time working opportunities, what happens when all of those opportunities close is that you no longer have any pipeline,” says Beth.
Unless time is divided among trying to close deals and nurturing new opportunities, momentum can stall and deals can dry up, making it difficult for reps to reach their goals consistently.
With that in mind, it’s important to train your reps effectively vk database and ensure they leverage platforms like your CRM to keep track of their pipeline and open deals.
“From a coaching and technology perspective, are we enabling reps to spend time in the right places?” asks Beth.
At the same time, ensuring strong alignment between your marketing and sales teams can also help make better use of your sales team’s time. If your marketing team is creating assets or providing enablement materials that could support your sales team, then reps can spend more time on priority tasks like selling and creating pipeline.
At the end of the day, the key to setting realistic sales goals and subsequently accomplishing them is leveraging accurate tracking information. This data directly informs the goals you set as well as the coaching you provide your team members to better enable their success.
When it comes to sales goals, it goes without saying that most businesses have one ultimate goal in mind — bringing in revenue.
It can become easy for salespeople to focus on one thing — closing more high-value deals. While we all would like to be able to do that, doing so is not always a practical goal for your business, let alone the individual members of your sales team. Not every sales representative is suited for closing large deals and focusing solely on them may not lead to a diversified pipeline.
I sat down with New Breed’s Manager of Inside Sales, Beth Abbott, to hear more about what it takes to set realistic sales goals that put team members in a position to accomplish them and grow their business.