From the course: Sales Pipeline Management
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Communicate, follow up, and sell again
From the course: Sales Pipeline Management
Communicate, follow up, and sell again
- You've closed the sale, the purchase order has been received, and everyone is patting each other on the back, celebrating the deal. That means you've reached the end of the sales pipeline, right? Sorry, that's not what I believe, although some sales managers might disagree with me. Follow-up is often included as one of the final steps of any sales process, but I think it should be viewed as part of the sales pipeline management too. The reason is that in my years of experience in listening to buyers, colleagues in other departments, and analyses of the teams I've managed, the number of lost or missed opportunities from weak follow-up is greater than you would think. Post-sales efforts need to be monitored, reviewed, and evaluated to ensure that we continue to focus on the needs of the customer, and for us to generate more sales. View it this way on the pipeline. You are now in the process to loop back to the beginning, but in a much better situation than when you've just had this…
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