As sales leaders, we place a high degree of focus, energy, and resources on lead generation to keep our sales pipeline full, and of course, flowing steadily. And rightly so, we direct an equally high degree of these same assets toward the other end of the pipeline where – if all goes according to plan – we chalk opportunities up in the plus column as closed deals.
Your success at both the beginning and the end of the pipeline is crucial for obvious reasons. Yet it is how effectively we move deals through the middle of the pipeline that calibrates our over-all level of success.
To build an analogy, the beginning and the end of the sales pipeline are the pillars of the sales process. They are the columns supporting the bridge to revenue. But it is, in fact, the middle of the pipeline where a salesperson must perform their greatest feats. Read more