Pipeline

Pipeline

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

Selling success is a numbers game… and a magic game.
You must combine your magic with your numbers to produce the pipeline of success.

The “Pipeline of Success.”

Aren’t making enough sales? Your numbers will tell you why.

The Numbers it takes to succeed as a salesperson:

  • I need ______ sales to make my weekly goal.
  • I need a weekly dollar sales volume of $ _________.
  • I need a monthly dollar sales volume of $ ________.
  • My closing average is ______ % (don’t lie).
  • I need to see ____ prospects a week to reach my goal.
  • I need ____ new leads a week from my company.
  • I need ____ new leads a week from my activities.
  • I must spend ____ hours a week generating new leads.
  • I need ____ solid appointments in the morning.
  • I need ____ solid appointments in the afternoon.
  • I must make ____ follow-ups per day.
  • I must make ____ mail-out’s per day (to new contacts).
  • I need ____ total prospects in my pipeline (backlog).
  • I must draft ____ proposal/contract per day.
  • I must make ____ sale(s) per day.
  • I must get ____ % reorders.
  • I need to attend ____ networking events per month.
  • Become an active member of ___ associations/clubs.
  • I must spend ____ minutes a day on my attitude.
  • I must spend ____ minutes a day reading.
  • I must spend ____ minutes a day learning new things.
  • I must spend ____ minutes a day on sales education.
  • I must spend ____ minutes a day on one major goal.
  • I must spend ____ minutes a day on my success.

And…be prepared to do business at all times…

  • Perfect Positive Attitude
  • Personal Awareness of Opportunity
  • Ideas in Advance
  • Memorable Business Cards
  • Perfect Personal Commercial
  • Daily Planner/Calendar
  • Testimonials That Overcome Objections