Making Sales More Predictable

As a sales leader, how predictable are the sales opportunities flowing through your team? Are they highly qualified? Are you laser focused on specific customers and specific opportunities, or throwing mud against the wall hoping it sticks? Are you converting a high percentage of the opportunities? Are the closed opportunities highly profitable? In working with sales leaders, what I find fascinating is how unplanned and unprepared the vast majority are when it comes to sales opportunities. Instead of focusing on a specific problem and developing a strategic solution to that problem, they are heavily influenced by their product or service, and seek to retrofit the product into every opportunity. There is a better way.