One of my sales mentors once shared a very simple piece of advice with me.
It’s so simple, it seems almost stupid when you first look at it.
But yet, I can relate almost every gap of work in my history of consulting down to this simple concept.
And time and time again, I find myself sharing this information with clients who seem to be struggling to keep their sales pipelines full.
Activity turns into leads.
Leads turn into opportunities.
Opportunities turn into deals.
It seems like such an obvious thing, yet many of the companies I consult with fail to stay active, and don’t realize it until their pipeline is running dry until they hit a gap with out clients.
Sales activity is like exercising. If you want your company to be healthy with a steady flow of sales, then you need to do it all the time, not just when you feel like it.