Colleen’s Blog

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: