How to keep your
pipeline squeaky clean
Exactly how you flush them is up
to you, but here are a few suggestions to help you formulate a
definite plan.
- Go through all of the contacts in your sales pipeline once per
week, or every two weeks. If you find a prospect that's been
sitting in the pipe and clogging it up for longer than your typical
sales cycle, and doesn't show any sign of moving to the next stage
any time soon, flush them.
- Don't get rid of them entirely. Put these flushed prospects
into a future pipeline or a future callback list. If you're using
sales management software (may we suggest Pipedrive for this?), schedule a follow up call
or email.
- Stay focused on deals that have a strong chance of closing
during your established sales cycle.
Flushing prospects out of your sales pipeline will feel a bit
strange. It's hard to put aside a potential customer, even a
lukewarm one. But the whole thrust of this course is to keep your
focus on the strong candidates and to keep them moving along your
pipeline. Proper focus, good work habits and continuous effort
create a steady flow of revenue.