Our business is about building the lifestyles of our dreams. And to create the lifestyle you’ve always wanted to live for yourself and your family, there are just two things you should be focused on—activity and pipeline. That’s it.
Staying focused on the right activities (prospecting, penetrating current accounts, hiring and managing sales reps, and mergers and acquisitions), and building and moving your pipeline are the two most important keys to success. Every day at Proforma our team weighs in on what we have been able to add or move in our pipeline and we distribute a daily report. We organize our deals by where they are in the pipeline: Deals that are going to close in a year, six months to a year, within the next six months. And, of course, we share our “wins” when we close a deal in the pipeline.
This helps keep us focused on doing what it takes to build a lifestyle business. I encourage you to live your lives and run your businesses this way, too.
Here is how to manage your pipeline:
- Know what’s in your pipeline today. When do you expect these deals to close?
- Stay focused on growing, nurturing and closing prospects in your pipeline. Do this by staying focused on true wealth building activities.
- Have 10 times your sales goal in your pipeline. Because, realistically, not every deal is going to close.
- Look at your pipeline every day. Ask yourself, “What did I add to my pipeline? What did I move?”
Pipeline management works for us and I am confident it will work for you. Start with the end in mind. What does your pipeline need to look like so you can live the life of your dreams? Start building your pipeline today and make your dreams a reality.
