As a sales leader, how predictable are the sales opportunities flowing through your team?

• Are they highly qualified?
  
• Are you laser focused on specific customers and specific opportunities, or throwing mud against the wall hoping it sticks?
  
• Are you converting a high percentage of the opportunities?
  
• Are the closed opportunities highly profitable?
  

In working with sales leaders, what I find fascinating is how unplanned and unprepared the vast majority are when it comes to sales opportunities. Instead of focusing on a specific problem and developing a strategic solution to that problem, they are heavily influenced by their product or service, and seek to retrofit the product into every opportunity. There is a better way.