Volatile sales vs. predictable sales: an indicator of funnel managmeent
Which of the above do your sales teams fall into? On the one hand, some reps have volatile sales numbers. They are constantly going back and forth between feast and famine - when they get out there and prospect, cold call, network and overturn stones, they begin to generate sales-ready leads to fill their pipeline. Once full, they spend their time working on the pipeline to extract all sales potential. But having done that, they've not been focused on continuing to re-fill the funnel, so their attention is diverted away from closing deals and back to prospecting. And the cycle continues, creating a feast and famine sales result. Far better is the diagram on the right, where each rep's pipeline is filled with opportunities in a "hands-free" and automated fashion, so that sales are consistent and predictable without dips and valleys. Let's look closer at how this can be done with Boxpilot's Pipeline Builder™ program.
When there's not enough at the bottom, a rep has to look at the top.
Without a funnel full of sales-ready leads and opportunities, a sales rep needs to turn attention to the top of the funnel. The consequences of this are:
Closing deals vs. looking for deals: what's your effectiveness?
Try the quiz above. If your sales team is spending 90-100% of their time working on specific client proposals and closing deals, then they're likely well provided with sales-ready leads and opportunities. But if they're spending 10% or more of their time on looking for deals - i.e. prospecting, cold calling, networking, overturning stones, it is a symptom that their pipelines are not full of sales-ready leads. In this case, your sales team is being under-utilized and its cost is not being optimized.
The ideal: A pipeline full of opportunities to keep reps busy
When reps have a pipeline full of sales-ready leads and opportunities, they are most effective and most cost justified. In an ideal world, a sales team is a team of closers - with each rep efficiently closing deal after deal, one after another. To do this requires a steady stream of sales-ready leads and opportunities - qualified and ready-to buy prospects delivered through the funnel and placed into each rep's pipeline. Very few companies have a structure like this, but with the help of Boxpilot many more can.
Solution: Boxpilot's Pipeline Builder™ Program
By plugging each rep into Boxpilot's Pipeline Builder™, your sales team "turn on" the tap to consistently and predictably fill up their sales pipelines with sales-ready leads and opportunities. By setting up an ongoing Touch Cycle at the top of the funnel, Boxpilot reaches out consistently to the broader market, the B's and C's, and territories not receiving regular attention. Using our Guided Voicemail™ service, the actual voice of each of your reps can be integrated as well - as if each rep called personally, and left a voicemail message in their exact voice, respectfully and crystal clear. When set up on a regular contacting cycle, and integrated alongside our other contacting protocols such as email, live voice, texting, and desk alert, the approach is both powerful and highly effective in filling your sales funnel.
Bursting pipelines mean happy reps and more sales
By partnering with Boxpilot and plugging your reps into our Pipeline Builder™ program, your reps become supercharged reps, making best use of each rep's skills and talents at "bringing in the money" - crafting specific proposals and closing deals. You'll have lots to talk about in sales meetings when you review their sales pipelines, and you'll be using each rep intelligently.