He was at a risk of being fired.
It was the sales pipeline.
It wasn’t growing fast enough … and it wasn’t four times his overall sales goal[i].
“Michael”, the VP of Sales said to me, “I’m worried that we don’t even get to tell our story … and we are unable to create or uncover new sales opportunities … it’s depressing”.
Growing the pipeline. I’ve written about the pipeline quite a bit over the years (here, here, and here). It’s a topic that consistently rears its head in almost any discussion with a sales leader and for many of those in the executive suite.
The pipeline in business-to-business sales is often the key barometer for how a company is doing. Think about it, do you have enough of a compelling offering and message that prospects or customers put you in their ‘consideration set’ for a project or to help solve a problem?