Sales require ongoing actions because opportunities are dynamic; they change with the passing of days, market actions, industry dynamics, competition, or even our own tasks. However, these actions must be coordinated; they must follow a Sales Process. They cannot be mere spasmodic reactions to customer demands or market changes.
Many salespeople see their pipeline full of opportunities and believe their sales are fine. But that’s not necessarily true. Monitoring opportunities requires taking tactical and strategic measures according to the goals of the period and the quality of the pipeline.
Sometimes, this apparent “paralysis” comes from assuming many things that salespeople are hesitant to ask. That’s why we always suggest re-qualifying opportunities constantly, which helps us quickly recognize the information we lack, whom else we should contact, and what we know about our competition.
The answer to “what else can I do” is simply to follow the correct discipline that leads us to the “next action” within our sales cycle. For this, it is crucial to follow a sales process and have two key columns in our pipeline: current status and next action. When salespeople follow this dynamic, their workday is more efficient, and surprises are eliminated. “What else can I do” is to follow the sales process, executing each step in depth because the difference is in the details. And of course, always be clear about where we are and what the next step is.
If you frequently face these types of situations, we can help. To learn more about these topics, consult us; we will be happy to expand on these and other concepts of Consultative Selling.
