For every unqualified opportunity your team works, there’s a qualified opportunity they’re not working. You need to help your team focus on the deals that matter.
A rigorous, thoughtful, repeatable sales qualification process provides the backbone for consistent focus and value for you, your sales team and your customers.
Sales qualification is about listening, is about insight, it’s an ongoing process and it’s about saying no to the wrong type of opportunities.
Use this cheat sheet as a guide to ensure your team focuses on the deals that matter most.