There is one secret to sales improvement seasoned sales pros know and follow. Everyone with years of experience under their belts keep repeating this: you should increase the speed at which you work a deal. Push deals quicker through the sales pipeline. Drop the wrong prospects early. Get to NO faster. That’s the mantra.
There are three lessons to learn about sales velocity.
- How does deal velocity affect your sales?
- How to increase deal velocity?
- When to declare a deal lost?
The outcome of these lessons will teach you an important principle that has received very little attention in sales literature – without any other changes to your habits, increasing your sales velocity is the one thing that will radically improve your sales results.
That’s to say that sales velocity is something you should really learn about. (more…)