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This is the last in a series of posts on getting opportunities moving through the pipeline. Pipeline movement is critical to the health of a sales organization. When deals get stuck in the pipeline, revenue is delayed, close rates decrease and quotas are missed. One of the culprits of poor pipeline movement is visibility.
This is a follow up to my post last week on moving things through the pipeline. Keeping deals and opportunities moving through the pipeline is one of the most critical parts of a sales leaders job. Sales teams have hundreds of active and inactive deals in the pipeline at any giving time. You can read it here.
THE PERFECT SALES BUSINESS REVIEW AGENDA. Most sales leaders don’t create a culture of accountability. The wrong way and the most common way sales organizations do business reviews is to treat them “literally” like a review. Each sales leader and sales rep should have a number of quarterly initiatives.
I’m interrupting the Pipeline Movement Series today. I like everything but the comment about quota, sales shouldn’t be about quotas “@iannarino: Solve Problems goo.gl/8NJz6 keenan quotas set up negative reinforcement, the best commissioned sales people never pay attention to quotas, they just “go for the gold!”
You need actionable ideas to generate leads that can effectively transform into sales. The ultimate goal is to capture the attention of individuals who are interested in purchasing insurance and to persuade them to provide their contact details, which can generate leads that are then passed on to insurance agents or sales teams.
Using a CRM to store customer data allows businesses to understand customer journeys and provide personalized experiences that can increase the chances of making a sale. This helps prepare and enhance the sales process, ultimately leading to more bookings. Pay attention to the pricing and avoid flashy features you are unlikely to use.
During the first couple of months, we’re onboarding and there’s a lot of learning through indoctrination of meshing our systems, our BI tools, what our KPI metrics are and understanding how we look at everything from an owner-centric lens. We become a massive support resource.
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