One of the most critical choices that an executive or entrepreneur can make is to determine which sales/revenue opportunities to pursue vs. which ones to pass on. How do you determine where you will allocate your time, your resources and your talent? Do you use a rational decisioning process to arrive at the right conclusion or are you the person that is often second guessed or proved wrong because your decision was made irrationally and you arrived at your conclusion by default, osmosis or some other unknown process?

For purposes of this posting I will exclude the greener pastures of new sales opportunities and focus on the most overlooked area of opportunity assessment which is prioritizing decisions surrounding sales of your existing product or services. It has been my observation that many sales plans simply evolve for no quantifiable, qualifiable or tangible reason other than just because