Many sales leaders looking for ways to reach their revenue goals faster will say something like:
We need a team that closes more sales.
We need more leads in our sales funnel.
We need to convert more leads into customers.
We need to run better ads.
This way of thinking is a trap.
It’s an easy one to fall into. You look at your team, your funnel, or your outreach and see that they aren’t working the way you’d like. You immediately want to fix them.
But, as long as you’re working to solve your sales organization’s systemic problems by focusing on symptoms instead of the underlying problem, your company will remain stuck.
Imagine you’re building a house. Your screwdrivers and nails keep rolling off your work table. You discover your floor is uneven. You have several options to fix this issue. 1) You can put your tools in a container that stays put on the table; 2) You can prop up your table legs with a book to counterbalance a slant; or 3) Instead of creating a makeshift solution, repair the very foundation of your house, so that the floor is level.
Similarly, to fix your sales funnel, you need to repair your foundation. Here are some questions to ask yourself and your team to begin this inspection.
If you put the time and energy into thoughtfully answering these seven questions, you won’t just temporarily repair your sales funnel — you’ll create an adaptable sales organization that will engage your audience, build crucial relationships and boost your revenue.
Ready to get started on creating a high-performing sales engine that drives scalable, stable and predictable revenue growth? Check out our article on defining your value, or take the sales engine diagnostic.