A Formula For Success: Weekly Video Update from Featured Business Professional Brian Fagan
Jun
14
Written by:
6/14/2011 1:43 PM
The Basso Business Building Program features a unique format where we work with business owners and professionals to provide them with a formula for success through focused planning, strategic goal setting, weekly consulting sessions and candid video updates of their progress. Brian Fagan of All Boro has been working diligently with the Basso on Business team to make changes in every aspect of his professional life in order to achieve his goals. In his final week working with the Basso on Business team, Brian took a long term view and focused on continuing to develop his sales pipeline as the key to his professional success.
Brian knows that by creating a strong pipeline report he is effectively creating a roadmap for his sales performance over the next few months. Continually producing a strong sales report demonstrates to his manager and colleagues his commitment to the organization and his role on the team. Going forward, Brian is going to reaffirm his commitment to creating a strong pipeline as a priority in achieving his business and personal goals.
Check out Brian’s last video, listen to his candid thoughts and make sure to leave your final comments, suggestions and encouragement. Make sure to tune in each week for new updates from our next Feature Business Professional Marvin Soskil and the Basso on Business team.
1 comment(s) so far...
Re: A Formula For Success: Weekly Video Update from Featured Business Professional Brian Fagan
Brian, all too often Sales people look at their pipeline report to make themselves feel good. “Look how many prospects I have now, I must be doing well”. But it can be a great tool to help you grow and improve sales skills as well.
The key to effectively managing your pipeline is to analyze your results, for example:
How many new prospects am I adding per week/month?
How many am I removing? Yes REMOVING! The objective is to move prospects through the sales cycle. The result is they either close or are no longer a prospect. Don’t let them linger.
Next, break your prospect list into sections defined by your steps of the sale, for example:
A lead or cold call starts as a suspect, then moves to the prospect stage, perhaps the next step is a product demo, then a formal proposal or RFQ, then close call, work order, invoice, etc. Track each of your prospects through these stages of the sales cycle and keep them moving. Track your ability to take them trough each step. You may find for example, that you are very successful getting prospects through the demo phase but don’t move as many through the proposal section. This might indicate you need to work on improving your skills in that segment of the sale.
Remember, the objective is more sales, don’t let the feeling of lots of prospects take your eye off the goal. Move them through the process! All the best!
By Jack Signorelli on
6/15/2011 2:43 PM
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