The sales pipeline has to be constantly in flow. Without flow, there is no sales pipeline, or sales results. However, that flow should come from areas where you get the best R.O.T.I. – Return on time invested. If not, you are not investing your time effectively, and your sales pipeline becomes less effective.

Money comes and goes. Time just goes, so use your time wisely. Invest it to get the best return you can on your sales efforts.

That R.O.T.I. starts with you and knowing where to best target your sales pipeline efforts.

Most businesses and professional sales people get so caught up in filling their sales pipeline with C (Convenient)clients that they never get time to prospect or fill their sales pipeline with B (Beneficial) or A (Absolute) type clients.

Think about the profiles behind each of these categories for you sales pipeline. Out of the three categories, who wants the biggest discount? Who takes up most of your sales time?

The C – convenient customers! These are 80% of your customers generating 20% of your revenue.

Who should get the biggest discount? Who should getting most of your sales / relationship time? Who should be filling your sales pipeline?

The A – your absolute customers! They are the ones giving your 80% of your revenue and yet they represent only 20% of your customer base.

This is followed by the B – your beneficial customers!

Therefore take what you have learned from the above analysis and fill your sales pipeline in a disciplined manner. Who are the A’s and B’s out there that you are not presently doing business with or selling to, and set a plan in place to get them into you sales pipeline.

The Bottom Line: Fill your sales pipeline by putting your focus and efforts in areas where you will get the best R.O.T.I.

To learn more about the ABC’s of sales prospecting to fill your sales pipeline, visit here…

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