Treat your pipeline like a running faucet not a clogged sewer
A regional medical equipment supplier found its sales team overwhelmed by a 200-deal pipeline—yet only 10% ever closed. Managers watched reps waste months on low-probability leads while high-value prospects waited.
After adopting a simple scoring system—deal size and close likelihood—the team pruned 60% of stagnant opportunities. Suddenly reps could deep-dive on high-potential deals. They reallocated that time to two fresh, well-qualified prospects for every removed lead.
Behaviorally, this shift eased decision fatigue: fewer choices mean clearer focus. Sales cycles shortened by 20% within a quarter, and revenues climbed as reps built richer relationships with fewer, stronger prospects.
Rather than drowning in data, the team felt renewed energy—like opening a tap instead of patching a leak. Their pipeline ran clear, and deals flowed steadily rather than piling up in a backlog that suffocated their momentum.
Start by scoring every open opportunity on size and likelihood, then clear out those scoring low on both. For each you remove, commit to qualifying two new, higher-value leads. You’ll see your focus sharpen and your close rate rise. Begin this pruning session today.
What You'll Achieve
You’ll reduce wasted effort on low-value deals, focus on high-potential prospects, and increase your close rate by up to 15%.
Prune and prioritize your deals
Score each opportunity
Assign two scores—value of deal and probability of close—for every active lead. Use a simple 1–5 scale to spot low-yield items.
Prune stagnant prospects
Remove any opportunity scoring below 3 in both categories. These deals drain focus and clutter your pipeline.
Refill with fresh leads
For each deal you prune, invest that time in qualifying two new prospects. Keep a steady flow rather than a buildup.
Reflection Questions
- Which deals have you been hanging onto too long?
- How do you determine an opportunity’s true value?
- What new leads will you pursue with freed-up time?
Personalization Tips
- A writer might drop half-finished assignments that aren’t paying enough and pitch two new clients.
- A freelancer could cease work on low-budget gigs and contact two higher-value prospects.
- A nonprofit volunteer might stop organizing small events and recruit sponsors for larger fundraisers.
A Mind for Sales: Daily Habits and Practical Strategies for Sales Success
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