We're almost halfway through 2023 already. And sales cycles aren't getting any easier.
So what can you do to increase pipeline? You can't just tell reps to work harder. They're working as hard as they can already.
It's time to reset before the second half of 2023. Help your reps focus on the accounts with the highest potential to convert. Here's how:
1. Identify gaps in account coverage. Figure out what percent of your serviceable, obtainable market you're not engaging right now and distribute those unengaged accounts to reps with the capacity to work them.
2. Find untapped opportunities in your market. Do a market coverage analysis to understand where the holes are in your current account coverage. Look for companies similar to existing customers that you're not engaging and assign those prospects to reps.
3. Reallocate and rebalance account distribution. At this point in the year, your reps' books are going to be unbalanced. Figure out which reps have too many accounts to reasonably engage, which reps need more, and get those books in order.
4. Identify behaviors like hoarding and spraying and praying. Track down the behaviors that are impacting your entire pipeline. If reps are hoarding accounts but can't possibly work them all, redistribute them. If reps are mindlessly blasting generic messages to hundreds of accounts at a time, rein them in.
If you're not set up to do those things with your current sales tech stack, let's talk. We can arrange a free market coverage analysis to help you identify some quick wins. And our software can help you move to a more dynamic account allocation model that will help your reps immediately create more opportunities and increase your pipeline.
We're almost halfway there, but it's not too late to make adjustments. Stop livin' on a prayer. Take our hand; we'll make it, we swear.
