No matter your industry or territory, there are undeniably consistent patterns in the sales profession.

Salespeople…

          …want to summon the courage to ask the necessary questions more often.

          …struggle to gain and maintain control of their sales process.

          …are exhausted by chasing around prospects that don’t seem interested.

          …trip over themselves in the qualifying process.

          …lack the confidence to talk about money and budgets.

          …don’t hold their prospects accountable.

          …don’t establish clearly defined next steps to move the process forward.

There are many reasons these problems exist. There are also many different solutions to address each of the issues above. Some solutions may focus on tone, strategy, sales process structure, preparation, or scripting. 

But the easiest solution to many of these problems?

Build up your pipeline. Period. 

It’s critical to stop discounting the importance of your pipeline. Sure, you may be able to find reasons why you haven’t or can’t build up your pipeline, but putting your energy into rationalizing reasons why you haven’t or can’t is not helping you. 

I am not saying you need to do anything in your career. But if you experience any of the issues above, just take a moment and think about why it exists. Then, consider how you would behave in a similar situation if you had a pipeline full of dozens of qualified opportunities.  

Would you protect your time more effectively?

Would you more directly and confidently qualify?

Would you have the same anxiety talking about money and budgets?

Would you chase people who are likely unserious about working with you?

Would you give away control of your process?

Shine a light on what is likely the biggest problem in your sales career. Your pipeline.

Now, put a plan together to address it. 

Work the plan.

Examine the results.

Adjust the plan and start all over again.