The most important indicator of sales success is the state of your pipeline. Whether it’s full of qualified leads that will keep you hitting your numbers in the months to come or clogged with prospects who will never pay off has a huge impact on your future success.
Yet, research from sales training firm The TAS Group shows some interesting contradictions regarding pipelines:
- Forty-six percent of reps feel their pipelines are adequate.
- Two-thirds of all salespeople miss their quotas.
- More than half of salespeople have a closing rate of less than 40 percent.
The study also shows that the best reps — the rainmakers who always make or exceed quota and keep their sales pipelines overflowing with business — are 250 percent better at qualifying leads than their peers.
Contrary to popular belief, your marketing department can’t help you qualify leads. And cold calling certainly won’t do it. But referrals will.