Priority 1 for Sales People

No! It is not closing business. No! It is not qualifying prospects. These are very important and are of course how salespeople are ultimately paid. However, the number one priority for sales people is prospecting … Building a pipeline. Put enough people in your pipeline and no matter how bad you are at the qualifying and closing you will hit your goal. Yes, I know that if you are better at qualifying and closing you need fewer prospects. However, the secret to success in sales is consistent daily prospecting; not wild periods of activity interspersed with long periods of doing nothing. I would rather be a master prospector than be a master closer and have no one to work my magic on! Here is a one-minute video that speaks to this topic.