How to Measure Your Sales Funnel

If you find our posts useful, don't forget to subscribe to our RSS Feeds or Email Updates

Gill Wagner with Honest Selling has an excellent, four-part series going on right now called Measuring Your Sales Funnel. In the series, he highlights three conditions that must be met for a prospect to be considered a viable prospect:

1. …a firm appointment…
2. …that firm appointment is within the next 21 days…
3. …the prospect knows it’s a sales appointment…”

Read his series to find out why he says this. In fact, study the series. Gill is boldly addressing a subject too few sales trainers want to tackle: the tracking and managing of selling ratios.

And if you’re in a company where this is done to some degree, you’re in the world of High Activity Selling, whether you know it or not. Know this: High Activity Selling requires learning 1) people skills, 2) sales skills and 3) how to manage your prospects — not simply #2.