SALES PERFORMANCE TIPS: IS YOUR FUNNEL IN SHAPE FOR SUMMER BREAK?

As you consider taking a mid-year break, you may be questioning if you are in shape for swimwear. As if that isn’t enough to cause you to make a few changes in your daily routine, the shape you should also be considering is the shape of your funnel. Is it top heavy? Or maybe it’s a little too thin all over.
If your funnel is out of shape, you have some work to do to avoid coming back to a situation that you will regret.
There are three main areas to look at in your funnel—top, middle, and bottom. Here are a few steps you should take for each area to improve the shape of your funnel.
A little chubby on top is OK. You do not want to bloat your funnel with poor-fit prospects, but this is an area where you never want to dip below a healthy level.
Shape up your middle. If you have some girth around your middle, make sure it all belongs there. Have you adequately qualified every opportunity to ensure it belongs at this stage of your funnel?
Drop the weight. Any opportunities that are at the bottom of your funnel should be cleared of all remaining obstacles to close (for example, meeting with the final decision maker and ironing out financial terms).
Shaping up your funnel is an important item to add to your pre-holiday checklist so that you can truly relax and take your well-deserved break.