In my business, one of the biggest KPIs I always look at is our pipeline. I always want to make sure that our pipeline is full because if it isn’t, it changes a lot of things in your business.

Your point of sales gets delayed, your acquisitions team shifts their focus, and you might find it hard to get back on track. Watch this video to learn more about keeping your pipelines full and how you can do it in your business!

Key Talking Points of the Episode

[00:00] Introduction

[00:42] The ideal number of contracts in your pipeline

[01:06] Looking at the pipeline as a big KPI

[01:30] Working with your sales team on the pipeline

[02:08] Running numbers based on a 50% fallout

[02:47] Why does your pipeline have to be full?

[03:14] What happens when your pipeline isn’t full?

[03:35] What happens to your acquisitions team?

[04:01] Making it easier for your acquisitions team

[04:28] Pumping up the numbers

[05:02] Higher percentages for virtual investors

Quotables

“Acquisitions need to be somewhere between 35-45 contracts dumping into the pipeline.”

“If I know the pipeline is stacked and we’re up on this neighborhood on things, even if I’m at 50%, I’m gonna have a pretty good month.”

“If you’re working with your sales team and if you let them know this, and they understand that, it takes so much pressure off of them.”

“If you’re selling sunglasses, your point of sale is right now. Our point of sale is down the road so that’s why our pipeline has to be full at all times.”

“If you don’t have your pipeline full all the time, it takes another 30 days and on top of that, you start to do deals you shouldn’t be doing.”

“Your acquisition team will go from problem solving to sales, and that’s a big mistake.”

“What we do is we go back to the beginning and we pump up the numbers based on that math.”

“We’re generating more leads so we can have more contracts in the pipeline, because ultimately we’re gonna have more delays and more fallout.”

“If you’re doing things virtually, you’re gonna see a higher percentage. This is the nature of the business.”