Let's say you are a salesperson, it's mid-month, and you've already hit your sales quota. You're going to have a killer month with your sales. Should you sit back and coast for the rest of the month?
Many salespeople do just that. But you shouldn't. You should keep your sales pipeline flowing at all times, during good months and during bad months.
If you are in the sales industry, B2B or B2C, you know that it is very typical for a salesperson to follow-up a great sales month with a lousy one. And, it is, most of the time, due to the reason above; when they know that their month is going great, they tend to slow down for the remainder of the month. When they slow down, they stop prospecting, and in return, stop generating sales leads.
The sales leads that you receive today are the closed sales of tomorrow, next week, and next month. If you are not constantly feeding your sales pipeline, that sales pipeline will eventually dry up. So the lack of sales prospecting in the latter part of a great sales month will result in less closed sales in the following month.
This is a cycle that tends to repeat itself month after month; A great sales month is followed by a bad sales month, and vice-versa. In order to sell more you must be constant in your effort, no matter what is happening in the current month.
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