So you’ve set your overall sales goals and your objectives to drive your daily activity. How do you give yourself the best chance of hitting your sales goals. Hitting your sales goals is a function of not only your message but the tools and process you put in place for you and/or your team. Once you have established your sales goals, you need to put in place a process that regularly measures and manages your sales efforts.

“Achieving quota isn’t something that magically happens.” 

Your goal is to maximize your ability to move potential opportunities “through the pipeline” (from stage to stage). You need to drive the activities at each stage that move your prospects through the pipeline. This could be follow-up calls, sharing marketing collateral or delivering a product demonstration at each stage of the pipeline, When you’re moving your deals stage-to-stage, it’s important to cite what factors help you advance your deal, so you can focus on performing those activities and continue to keep deals flowing in. It could be sending a written proposal, identifying the stakeholders, or getting a budget approved — there’s an event at each stage that moves the deal along.