Reaching our revenue goals requires an organized sales effort.
- A sales pipeline
- A list of contracted work, potential work, and opportunities
- Potential leads and projects
- Clients with possible work
- Determine how much
- How much revenue do you need each month
- How many bids must you submit to secure that work
- How many leads must you contact to get the bid opportunities
- Know your lead times
- How long does it take for a project to go from lead to revenue
- Map out your projected sales by the month
- Set targets for each month / quarter
Key Questions:
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How much work do you need each month
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How many new contracts do you need?
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How many potential projects are out there?
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How many leads do you need?
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How do you find more?
Take-Action Items:
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Develop a pipeline
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Set metrics
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Track your performance