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Where is your sales process stalling?

Writer: Marc KitzMarc Kitz

Your effort to find and close business may encounter a variety of challenges.  Are you getting stuck at certain points in the process?  What to do next...

                 

Organize/Reorganize your opportunities into a pipeline

  • Ensure you have all opportunities you are pursuing in a pipeline document (Google Sheets is fine)

  • Columns should include – Customer name, Opportunity Description, Approximate Opportunity value, Estimated Close Date

 

Assign a Sales Stage to each one

Sample stages can be (do what works for you):

 

1.   1st meetings/Introduction

2.   Qualifying/Discovery

3.   Solution Design

4.   Customer reviewing proposal

5.   Closed

Review

  • How many opportunities are in each stage?

 

Why?

Why, for example, are there so many opportunities in Stage 4 – Customer reviewing proposal?  What is consistent between these opportunities?


  • Need to better understand requirements?

  • Lack key relationships?

  • Document not clear?

 

Doing the hard work will result in a better approach to your sales process and is more likely to resolve the stalling issue.

 

 

 

Marc Kitz, Sales Coach 

860-836-8979 

 

 

Checkout my Sales Coaching blog - https://marckitz.com/

 

 

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