Managing your Opportunities

The last newsletter discussed the third component of managing the Opportunity Log, knowing the probability that you will get the order when it is placed for each opportunity so you can manage your opportunities and close enough sales to meet your quota.

Now that you have an up-to-date Opportunity Log with estimated close dates, status, and probability defined, you and your sales team can plan and execute to maximize results. The key is to be in the right place at the right time and you can use the Opportunity Log to plan where you need to be and who you need to call and email to follow up.

Plans can be made and modified based on the needs defined by the opportunities. The sales person should be reaching out and asking questions that keep the process moving in the direction beneficial to your company.

Moving opportunities along from leads to approved for purchase with funds assigned is critical to a successful business. The key to any business is sales and purchase orders are only placed for approved projects with funding, so this is typically the main area to concentrate sales efforts.

With these opportunities under control, the others can be worked. The goal for every opportunity you want to turn into an order should be for your company to be the vendor of choice (90-100% probability of getting the order when placed) and the sales team should remain focused on this goal utilizing all resources available to them.

This focus helps with the planning of the sales persons time and helps define their schedule. Schedules can revolve around the requirements of the opportunities, placing sales people where they need to be to manage their accounts with the addition of new business as required and as time allows.         

“A Habit” is not work, but just a thing that is done every day and managing your opportunities is critical to your success in sales and can easily become a Habit.

TIME MANAGEMENT. For Top Performers every task is planned and focused on the goals that earn the results. Top Performers plan and then engage. They act on their plans, they work hard and they get results.    

Coaching these skills is a critical part of what we do. We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully

We are having great success coaching and implementing these methods and skills and our clients love it!