ast a possibility that there’s a match between their way of doing business and my ideal customer profile?"

Above the funnel – Qualify your prospects
Ask: "Do I have concrete data suggesting there's a possible fit between their current business needs and my product or service?"

In the funnel – Cover your bases
Ask: "Have I spoken to at least one buying influence about a growth or trouble

The New Year started with high hopes. By now reality has set in and you're taking a long hard look at your numbers. If you're tracking behind quota, you may think you still have plenty of time. But considering the average sales cycle, it's time to get a clear picture of what's in your funnel today to put your quota within reach.

Many salespeople tell us they put prospects "into the pipeline," "into the hopper" or "into the top of the funnel" and then wait for completed orders and contracts to come out the other end. But you've got to work the funnel – routinely and aggressively – so that your deals (and your income) are predictable.

What does it mean to "work the funnel"?

Your funnel is a tool to help manage your selling time more effectively. It helps you sort, re-sequence, allocate, track and forecast. It can be viewed as containing several different levels, and each of these is associated with a particular kind of selling work.

Each part of the funnel is associated with one, and only one, kind of work. As a sales professional, you must be able to do all four. You have to be able to prospect, qualify, cover the bases and close the deal. You'll achieve the predictable income you want only if you consistently do the right kind of work on each possible deal at the right time.

Now is your opportunity to be sure you've sorted your funnel properly and that you're matching each level with the appropriate actions. Look at what is in the funnel, what needs to happen next and see if you can move your deals to the next level.

Universe – Prospect for new business
Ask: "From what I know about this prospect's business, is there at least a possibility that there’s a match between their way of doing business and my ideal customer profile?"

Above the funnel – Qualify your prospects
Ask: "Do I have concrete data suggesting there's a possible fit between their current business needs and my product or service?"

In the funnel – Cover your bases
Ask: "Have I spoken to at least one buying influence about a growth or trouble

to the top of the funnel" and then wait for completed orders and contracts to come out the other end. But you've got to work the funnel – routinely and aggressively – so that your deals (and your income) are predictable.

What does it mean to "work the funnel"?

Your funnel is a tool to help manage your selling time more effectively. It helps you sort, re-sequence, allocate, track and forecast. It can be viewed as containing several different levels, and each of these is associated with a particular kind of selling work.

Each part of the funnel is associated with one, and only one, kind of work. As a sales professional, you must be able to do all four. You have to be able to prospect, qualify, cover the bases and close the deal. You'll achieve the predictable income you want only if you consistently do the right kind of work on each possible deal at the right time.

Now is your opportunity to be sure you've sorted your funnel properly and that you're matching each level with the appropriate actions. Look at what is in the funnel, what needs to happen next and see if you can move your deals to the next level.

Universe – Prospect for new business
Ask: "From what I know about this prospect's business, is there at least a possibility that there’s a match between their way of doing business and my ideal customer profile?"

Above the funnel – Qualify your prospects
Ask: "Do I have concrete data suggesting there's a possible fit between their current business needs and my product or service?"

In the funnel – Cover your bases
Ask: "Have I spoken to at least one buying influence about a growth or trouble

iewed as containing several different levels, and each of these is associated with a particular kind of selling work.

Each part of the funnel is associated with one, and only one, kind of work. As a sales professional, you must be able to do all four. You have to be able to prospect, qualify, cover the bases and close the deal. You'll achieve the predictable income you want only if you consistently do the right kind of work on each possible deal at the right time.

Now is your opportunity to be sure you've sorted your funnel properly and that you're matching each level with the appropriate actions. Look at what is in the funnel, what needs to happen next and see if you can move your deals to the next level.

Universe – Prospect for new business
Ask: "From what I know about this prospect's business, is there at least a possibility that there’s a match between their way of doing business and my ideal customer profile?"

Above the funnel – Qualify your prospects
Ask: "Do I have concrete data suggesting there's a possible fit between their current business needs and my product or service?"

In the funnel – Cover your bases
Ask: "Have I spoken to at least one buying influence about a growth or trouble

of work on each possible deal at the right time.

Now is your opportunity to be sure you've sorted your funnel properly and that you're matching each level with the appropriate actions. Look at what is in the funnel, what needs to happen next and see if you can move your deals to the next level.

Universe – Prospect for new business
Ask: "From what I know about this prospect's business, is there at least a possibility that there’s a match between their way of doing business and my ideal customer profile?"

Above the funnel – Qualify your prospects
Ask: "Do I have concrete data suggesting there's a possible fit between their current business needs and my product or service?"

In the funnel – Cover your bases
Ask: "Have I spoken to at least one buying influence about a growth or trouble

ast a possibility that there’s a match between their way of doing business and my ideal customer profile?"

Above the funnel – Qualify your prospects
Ask: "Do I have concrete data suggesting there's a possible fit between their current business needs and my product or service?"

In the funnel – Cover your bases
Ask: "Have I spoken to at least one buying influence about a growth or trouble issue?"

Best few – Close the deal
Ask: "Do I know the specific ‘end’ tasks I need to perform to close this deal?"

Want to know more? Need a refresher course?
Strategic Selling® workshops are held frequently near your location. Go to www.millerheiman.com to find a Strategic Selling® sales training in your area.

Miller Heiman brings science to the art of selling. We help salespeople develop strategy, implement a practical process and build sales skills to rise to the top of their game, hit their numbers and make quota. And we help sales organizations drive revenue, predictability, operational efficiency and superior performance.