Colleen’s Blog

I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It's obvious, right? Not so fast. Recently, we've been involved in a very large sales reorganization. There are three sales teams, a channel sales team, a field sales team and an inside sales team. It was always assumed that the field sales team was the main revenue engine. After all, they were the ones going out, finding leads and closing business. But, we uncovered something interesting...

You offer a great service and haven't received any complaints. Yet, you still feel a void between yourself and your client. Emails and calls are short and to the point, and you may even feel anxious about your client ending the business relationship unexpectedly. You never really know where you stand with your client, professionally and personally. Have you felt like this before? Many salespeople and business owners have. I've said it before, and I'll say it again. What truly defines a great salesperson isn't what happens during the sales process, but what happens afterwards.

Say that three times fast. Pipeline management does not have to be avoided like a confusing tongue twister. In fact, managing and reviewing your pipeline are among your most important tasks as a salesperson. They help you prioritize what activities to complete each month, as well as give you an accurate indication of how healthy your sales pipeline truly is. Here are a few steps that can make your reviews and management more effective: