Speed Limits, the Flow of Traffic and Sales Pipelines
I don’ t get stressed anymore when I’ m driving. All it took was for me to not exceed the speed limit. I’ m not sure whether it was my navigation system repeatedly telling me to“ obey all traffic laws” each time I started the car, or my wife reminding me that I needed to be a good role model for our soon‐to-be driving 16-yearold son. I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator. It holds much more baseball equipment!
There is an exception to not exceeding the speed limit. When the flow of traffic in all lanes is moving exponentially faster than you are, you must increase your speed to match the flow of traffic or risk getting run over!
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That brings me to pipeline flow.
I was doing a top / bottom analysis of a sales force where we look at their top-five and bottom-five performers and from among 180 findings and scores, identify the differences between the tops and bottoms. We usually find between 15-20 significant differentiators but for this particular sales force I wasn’ t finding much. Until I came to the pipeline. Their top producers prospected consistently, successfully scheduled new meetings, and had full pipelines. They were also rejection proof, didn’ t procrastinate, and didn’ t need prospects to like them. In other words, their scores in all aspects of the Hunting Competency were near 100 while the bottom performers had scores below 50.