Pipeline Math

Some motivation to help you focus on what matters.

Here’s an email I recently sent to my team:

Everyone is talking about the impending recession. (You can fill in the blank with some existential threat to your business: recession, downturn, bad quarter, what have you.)

That creates fear, worry, doubt in many.

I love recessions; they separate the wheat from the chaff, the cream rises to the top, etc…

I clearly view us as the cream, the wheat… the best performing sales team in our industry.

Should you worry?

If you are looking at your pipeline and you can't clearly see 3-5 new clients (or your monthly metric) for next month, then yes, I'd be worried.

I'd be worried about my sales process – prospecting, rooting out objections...gaining a commitment

But not about the recession.

The recession is an excuse, not a reason.

Focus on what you know how to do and do the work.

Fill your pipeline.

In a time of uncertainty, there are TONS of opportunities.

Here's the math.

Say you want to get 25 new clients by the end of next quarter. Say you have a 16% conversion rate (commitment to closed won).

You'd need 156 commitments to get 25 new clients. There are 100 business days left, 22 weeks left.  That's about 7-8 commitments a week, or 1.5 per day.  That's doable.

Set yourself a goal to get two commitments a day and you'll hit it.

Call me if you want to talk through making a plan…

Joe

Get your team focused on what they can control and help them break it down into actions they can take today to move toward the goal.

To do this effectively, you have to know your numbers (conversion rates).

If you’re not measuring that, you may have bigger issues to tackle.