If you’ve read my stuff or worked with me you know I hate the idea of a “sales funnel” because pouring all that work in to have it – drip drip drip out the bottom, depresses me.
Instead I love to flip it and look at all that activity as building the foundation my pyramid sits on.
The thing is as inside salespeople we have to manage our own success pyramids. Knowing the quantity of activity we have to take to reach that $ at the top.
Then we have to remember that each level of our pyramid may have to change in size or quantity – depending on what the market we are selling into is like at the moment.
My recent examples are:
* as people began to work from home – they answered more, so I needed less dials to talk with a human…
BUT my % of people to conversation didn’t shift (yes I was still having more conversations because I reached more humans!)
* the day before holiday weekends it takes WAY more dials to reach a human. Yet the humans I do reach want to talk and my % of conversations increase.
Today think about what your success pyramid looks like and then manage yourself to those behaviors.
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