How to Measure Your Sales Funnel

Gill Wagner with Honest Selling has an excellent, four-part series going on right now called Measuring Your Sales Funnel. In the series, he highlights three conditions that must be met for a prospect to be considered a viable prospect:

1. …a firm appointment…

2. …that firm appointment is within the next 21 days…

3. …the prospect knows it’s a sales appointment…”

Read his series to find out why he says this. In fact, study the series. Gill is boldly addressing a subject too few sales trainers want to tackle: the tracking and managing of selling ratios.

And if you’re in a company where this is done to some degree, you’re in the world of High Activity Selling, whether you know it or not. Know this: High Activity Selling requires learning 1) people skills, 2) sales skills and 3) how to manage your prospects — not simply #2.