red flags

In the thousands of sales training & coaching sessions I’ve done, one of the most common issues with sellers is what I call “happy ears.”

Most sales leaders I know resonate with this.

It’s that mindset of this deal is a 90% chance of closing, even though it’s been in the pipeline for 6 months with little progress.

The best salespeople are healthily skeptical and continuously  thinking “why wouldn’t this deal close?’’

So here are 4 red flags to help you with forecasting:

1. Your "champion" never invites colleagues to calls

Single-threaded deals are 3 x less likely to close.

2. You're not on texting terms

Friends call and text, strangers don't.

3. You have many weeks between calls

Time kills deals.

4. They never carry out their agreed next steps

If they can't do small tasks now, they'll never get a deal closed.

Cheers,

Michael Hanson

CEO Growth Genie