"Do we have enough qualified meetings to make our revenue plan?"
Sales and executive management love to focus on closing sales -
and rightfully so; if deals don't close, revenue has no chance
of being recognized. But while all of the focus and attention is
on closing deals and getting business "done" this month and
quarter, our real emphasis should be on getting more qualified
meetings - more qualified meetings than necessary to meet
revenue expectations. If you don't get more face time with real
prostpects, you don't get more sales, you don't get more
revenue. It all begins with a continual, healthy, and ongoing
pipeline of real prospects...qualified meetings.
While you're closing business this month, what about sales next
month, and the month after, and the month after that? Without
focused attention, effort, and action to get more meetings,
you're likely to create peaks and valleys in your revenue - big
revenue months followed by voids of significant sales.
Companies should have ongoing programs to create more and more
qualified meetings, creating more sales time with prospective
customers, resulting is ongoing increases in their revenue.