Keep the Sales Pipeline Full
Given that you are working efficiently and given that you are not a price seller, the best strategy here is to have a full sales pipeline. In fact, whenever I get asked the question “How can I speed up the sales cycle?” I immediately ask to see the person’s or company’s sales pipeline. Prior to seeing the pipeline, I am willing to wager that the pipeline is insufficient to cover sales goals.
In case you are wondering what a sufficient pipeline should be, I would recommend sales goal coverage of 3X or more. What this means is that if your sales goal is $500,000 per quarter, you should have a “real” sales pipeline of $1.5 million if you hope to reach your sales goals on a consistent basis. This is not to say that if ...
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