One of my least favorite activities as both a young sales representative and a young sales manager was reviewing pipelines. Why? Because as a young sales person I was never taught what opportunity really meant, and as a young sales manager I was not skilled at teaching others.
The problem in both cases was the same. The sales rep, even when it was me, was not willing to see that some prospects were not opportunity. There is a lot of bravado on a sales floor. Without a heightened sense of confidence and a healthy competitive streak, most sales people become overwhelmed by the constant clamor of the not interested non prospect. Unfortunately with this confidence comes folly. Sales people tend to confuse interest with opportunity and this stems from a belief that anyone who will listen is a potential customer. (more…)