Manage your backlog to avoid slow times.
- Backlog
- Amount of work on hand to complete
- Tracks # of projects, size of projects, timing of projects, etc.
- Compare to your capabilities
- Avoid running out of work or getting overloaded
- Sales efforts should coordinate with the backlog
- Your sales efforts and targets are dictated by your backlog
- Understand outside influences as well
- Do the seasons impact the type of work you can do
- Understand your sales cycle too
- How long from lead to shovel in the ground
- Manage the sales efforts
- Use a system to track your backlog so you can plan your sales efforts
- Show work on hand over time
- Compare the work load versus the sales cycle to know when to turn up the heat or slow the sales efforts