Not Too Early To Consider Spring Cleaning

By Tibor Shanto
I see many salespeople march through the first quarter, heads down working their plan. As we all know, Q1 is pivotal; as it goes, usually, the others will follow. Precisely why I think we should be much more hands-on with our pipeline in Q1. It is not too early to consider spring cleaning. We should flush our pipelines a lot earlier in the year than most will want to.
The further you are into the year, the more your options narrow, you want maximum options. This doesn’t mean more stuff in the pipeline, but options in your path to your quota.
Your pipeline is more than just the opportunities in it. You can control more than the number or quality of the opportunities. But your It is its own ecosystem with moving parts. The more visibility and control you have of these parts, the better you’ll execute.
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