Here are some of the read this commonly made pipeline mistakes that you should avoid,
Allowing the sales pipeline to become dry
A pipeline lets you know the number of deals your sales team has in hand, which may seem a lot at a certain point in time. However, not all of them will convert, so you have to have a steady flow of deals in the pipeline. Keep the number of deals more than the sales team’s target so that the pipeline doesn’t go dry.
Having a lengthy sales cycle
When the sales cycle is too long, the prospects lose interest in your product or service. The key is to keep it short and simple because nobody would like to cross so many hurdles to purchase your solution. With a short sales cycle, it is possible to close deals faster. It will increase revenue along with achieving the sales target easily.
Not understanding the customer’s needs.
There are times when salespersons try pushing deals through the pipeline without paying heed to the prospects’ requirements. Not all are the same, so as a sales rep, you have to understand the different needs of prospects. Moving a prospect who is not ‘ready’ will only block the sales pipeline. That is why it is essential to understand the needs of customers.
Not tracking deals
It is possible to miss deals in a cluttered pipeline, and even if you do spot them, you may not know how to prioritize them. As a sales rep, you have already seen that you have to track deals and find out how long they have remained stagnant, whether the lead is interested or not, and the sales activities conducted. This kind of tracking is not possible manually for which you have a CRM. It helps in determining how deals are progressing and tracks different parameters. It enables making the right decisions.
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