The Advanced Selling Podcast Are You Inspecting the Right Activity Metrics?
4 snips
Jul 16, 2025 Discover the hidden power of calendar inspection for sales success. Regularly reviewing your team's calendars can catch pipeline gaps before they escalate. Learn why a structured sales playbook with numeric goals is crucial for consistent performance. This approach not only helps leaders but also keeps sales reps proactive and prepared. If you've ever felt uncertain about future sales, this discussion is a must-listen!
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Use Calendar Inspection Regularly
- Regularly inspect your calendar two to three weeks ahead to ensure meetings and activities are scheduled.
- This practice prevents pipeline gaps and keeps your sales efforts consistently productive.
Set Numeric Calendar Goals
- Set numeric goals like two connector meetings and two new logo meetings scheduled two to three weeks out.
- This numeric framework keeps your pipeline active and your sales process consistent.
Avoid Reactive Selling Pitfall
- Focusing only on the current week causes reactive selling and pipeline gaps.
- Looking ahead smooths workflow, avoiding the pitfalls of chasing monthly or quarterly targets.