How Leaky is Your Sales Pipeline?

Written by Greg Chapman

Continued from page 1

No Sales Pipeline is leak proof. In fact, there are some people who you donít wish to become your customers. They may berepparttar bargain hunters,repparttar 148739 time wasters or people who are poor credit risks. So there should be a screening process to remove people who are not qualified to become your customers. To be effective, this screening process should remove unqualified prospects early inrepparttar 148740 pipeline, before you have invested too much time with them. But if you are turning away a high number of unqualified prospects, you should be looking at your enquiry generation strategy. If you sell luxury cruises, advertising in a tabloid newspaper will probably produce mostly unqualified enquiries.

All other prospects, however, are by definition, qualified. And their loss is one that you wish to minimise. If there is a large loss in getting that initial appointment, perhaps a script needs to be developed for staff to turn that initial enquiry into an appointment. Ifrepparttar 148741 losses are large in getting a request for a proposal or quotation, sales training on establishing rapport and need, creating desire and building value should be considered. If proposals (or quotations) have a low rate of acceptance, there could be a problem withrepparttar 148742 offer, orrepparttar 148743 wayrepparttar 148744 sales person tried to close.

Put in place monitoring systems to measurerepparttar 148745 movements of prospects through your Sales Pipeline. Analyserepparttar 148746 losses at each stage. By understanding your Sales Pipeline, you will understand what you are doing well, and where your pipeline leaks. Only then can you start plugging those leaks!

Dr Greg Chapman assists small to medium sized businesses with business planning, business systems and marketing strategy. To find out how you can Multiply Your Profits & Make Your Business Run without You, and to find out How Good Your Business Really Is with a Free Online Business Medical, go to Empower Business Solutions website at:

6 Steps To Effective Management During Change

Written by Karin Syren

Continued from page 1

Step 6: Measure & Analyze

Finally, management is responsible for measurement and analysis of both processes and individuals. Employees must be made aware of their progress, in new and developing settings, as well as in familiar ones, in order to effectively draft and adjust personal goals and improve performance. Measurement and evaluation should be designed to reflectrepparttar vision while motivating and initiating self-government ofrepparttar 148728 individual.

It is necessary to communicate a clear concept ofrepparttar 148729 point at which development issues end and performance issues begin. Growth is a process best achieved and assessed under relatively stable circumstances, though periods of transition are often an excellent proving ground in which star players often begin to shine.

Effective Skills

It goes without saying thatrepparttar 148730 challenges inherent inrepparttar 148731 management process must be met with maturity and sophistication by each leader. The areas of interpersonal and leadership skills, as well as continued willingness to invest in self-awareness and personal growth are paramount inrepparttar 148732 profile ofrepparttar 148733 great leaders who will guide organizations to effective change.

Interpersonal skills are of chief importance. Leaders must treat all staff equitably, developing solid working relationships across all levels. This may appear blatantly obvious, but sadly is all too often overlooked inrepparttar 148734 name of accelerated progress.

A great leader has a sincere desire for universal success, treating staff members as individuals, giving credit, taking pleasure in achievements. A great leader keepsrepparttar 148735 objective clear and uncomplicated, always acts as a role model, and stands back, letting others get on with their assignments.

A true leader will makerepparttar 148736 difference between an effective period of change andrepparttar 148737 failure of an otherwise brilliant plan. Do not overlookrepparttar 148738 advantage of adjustingrepparttar 148739 needs ofrepparttar 148740 plan to allow forrepparttar 148741 needs ofrepparttar 148742 people. It is not necessary to prioritize purpose over people, or vice versa. If leadership has done its homework, everyone inrepparttar 148743 organization will arrive atrepparttar 148744 objective simultaneously.

In Closing...

Essential torepparttar 148745 process is an understanding ofrepparttar 148746 distinction between management and leadership.

Management ensures that things get done right, creating process and systems and insuring efficiency. A manager managesrepparttar 148747 process and recordsrepparttar 148748 efficiency.

Leadership revolves around people, concepts and ideas, establishing direction for those who will follow. It is discerning and articulating what is right, allrepparttar 148749 while educatingrepparttar 148750 team to dorepparttar 148751 right things and to do them right.

Managerepparttar 148752 process, leadrepparttar 148753 people, and educate them alongrepparttar 148754 way - commonsense.

Karin Syren is a certified coach who has helped business leaders at all levels increase their effectiveness by increasing their awareness. Visit her site to find out how you can get a free EffectivenessCoaching consultation at

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