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TV Expert Interviews / Improving Sales Team Performance / Aug 18, 2023 / Posted by Jakub Hon / 33

Don’t be fooled by a bloated pipeline: Focus on quality, not quantity (video)

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From “Maybes” to Closed Deals: A Deep Dive into Predictable Sales Processes

Hello everyone, I’m your host, and today I’m excited to share some valuable insights from a recent expert interview episode where I had the pleasure of hosting Jakub Hon , co-founder and CEO of Sales Doc. Jakub joined us all the way from Prague, Czech Republic, and brought with him a wealth of knowledge from his extensive experience in sales processes. He has worked with various organizations, including Uber Eats, Microsoft, and Google, helping them set up effective sales processes and implement scalable sales methodologies.

The Problem with “Maybes” in Sales

Our discussion centered around a common problem in sales – the dreaded “maybe” stage. We’ve all been there. A deal seems promising, but it ends up being stuck in a state of uncertainty. Jakub explained that there are several reasons why people get stuck at this stage. One reason is the disqualification of leads, which leads to their inclusion in the pipeline when they shouldn’t be there. Another reason is a lack of control in guiding the customer through the sales process. Furthermore, many organizations have vaguely defined sales processes, leading to confusion and a lack of accountability.

The Importance of a Defined Sales Process

Jakub emphasized the importance of defining and following a sales process. He pointed out that salespeople often only talk to one or two stakeholders and avoid uncomfortable conversations with higher-level decision-makers. By defining the sales process and following it consistently, salespeople can identify gaps and take necessary actions to move deals forward.

I couldn’t agree more with Jakub. Many organizations claim to have a sales process but fail to update it regularly or enforce it properly. This lack of consistency hinders the effectiveness of the sales process.

Qualifying Leads: Quality Over Quantity

Our conversation then shifted to the importance of qualifying leads in the sales process. Jakub emphasized that having a large pipeline is not necessarily a good thing if the leads are not moving forward. He advised salespeople to regularly review their pipeline and eliminate any opportunities that are not a good fit. This allows them to focus on realistic opportunities and adjust their quotas accordingly.

I shared a personal anecdote about how implementing a rigorous qualification process in my company led to a smaller pipeline, but still allowed us to hit our targets. This approach can be scary for management and boards, but it ultimately reveals the truth and prevents wasted time on unqualified opportunities.

The Role of Leadership in Sales Processes

We also discussed the pressure that salespeople may face from leadership to be optimistic about their pipeline, even if it is not accurate. Jakub believes that leaders should encourage honesty and realistic reporting, rather than pushing salespeople to lie or be overly optimistic.

The Importance of Ongoing Qualification

Jakub emphasized the importance of ongoing qualification throughout the sales cycle to ensure that the right questions are being asked and the right people are being engaged. He believes that sales managers should focus on helping with the qualification process rather than trying to close deals at the late stage.

Wrapping Up: Introducing Sales Doc

In conclusion, Jakub discussed his company, Sales Doc, which specializes in sales outsourcing and consultancy for tech companies. They help organizations set up processes and up-skill their sales teams, often providing a much-needed external perspective.

In summary, moving from “maybes” to closed deals requires a well-defined and consistently followed sales process, a focus on qualifying leads, and ongoing qualification throughout the sales cycle. It’s not an easy task, but with the right approach and mindset, it’s certainly achievable.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Jakub Hon is the Co-Founder and CEO of SALESDOCK. With a hands-on approach to sales, he has provided leadership and consulting services to over 150 organizations, including UberEats, Microsoft, Y Soft, and Google, helping them set up effective sales processes and implement scalable sales methodologies. Alongside his work at SALESDOCk, Jakub has co-founded Banana.bi and served as the Head of Sales for YSOFT Clerbo. Through his various roles, he has developed a passion for helping organizations break free from sales mediocrity and unlock their full potential. Jakub is dedicated to showing audiences that sales can be a fulfilling and rewarding profession when approached with the right mindset and techniques.

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