Don’t Over-Promise And Under-Deliver - Deepstash

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Don’t Over-Promise And Under-Deliver

Don’t Over-Promise And Under-Deliver

Sellers must first build their pipeline, then ensure as much accuracy as possible in the numbers they offer. Then the sales manager is responsible for communicating the combined pipelines of their team to upper management.

It’s common for sales managers to trust some of their folks’ numbers but may find others not so reliable. In other words, the problem is with those salespeople who are too optimistic, then over-promise and under-deliver.

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MORE IDEAS FROM THE SAME ARTICLE

A key component of a manager’s role is to work with their salespeople to manage and report their pipeline. Trust in your people is paramount and that happens over time.

But there is a fine line between asking questions to ensure accuracy of the pipeline and turning it into an interrogation....

There are four expectations you can set with your salespeople to ensure pipeline accuracy and predictability:

  • How Long Has The Deal Been In The Pipeline?
  • Is Procurement Involved?
  • Do We Know All Of The Decision Makers?
  • What Was The Latest Communication With The C...

To be confident, ensure strong communication, knowledge of all the decision makers, and whether procurement is involved. Then look at how long the opportunity has been around, and how many sales calls are being made. Together the answers to these questions will lead to greater sales pipeline accu...

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