Every BtoB salesperson recognizes the positive impact of steady sales and its opposite, back-to-the-wall sales.

Considering steady sales, one of the most important factors – before the personal skills of the salesperson or the quality of the product being sold – is a sufficient number of prospect customers. Every company has its own sales pipeline, where both the stages and their length vary. When a new contract or a new customer comes out of one end of the sales pipeline, five new prospects should be born at the other end.

One of my clients skillfully described the relationship between the time spent on the client and the generated turnover. A new customer can be compared to an investment whose return expectations may still be far in the future. For this reason, there must be sufficient mass in the various stages of the sales pipeline so that sales remain steady.

Yes, even Teemu Pukki – that futaaja – needs good passes to score goals. For sellers, good input is matched by a good prospect. Five good prospects, one deal. Five good assists, one goal.

Consistency is important to both of us, buyers and sellers.