Have you ever mapped out your prospecting on a graph?

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Prospecting is a staple of selling. Finding new opportunities to fill the top of your funnel is a high priority, daily occurrence requiring discipline and focus. It’s also subject to a particular ebb and flow that if not properly managed can place massive strain on your monthly and quarterly earnings. 

Interestingly, prospecting activity can be mapped out on a line graph to show the difference between an effective vs ineffective flow.

An ineffective prospecting process would show two lines hitting peaks and valleys exactly opposite to one another. This would indicate a flurry of prospecting resulting in sales as one line rises and the other falls. Those sales now take up the bulk of the rep’s time which means that prospecting loses its priority and falls to the wayside. As the rep rides the wave of activity the line begins its downward slope - the sales begin to drop off from a lack of prospecting activity and the cycle begins again. 

Artificially extending the time between those sales peaks by not managing the prospecting flow will dramatically impact sales revenue for the year. 

In the second scenario, the same two lines on the graph would look a little different. The prospecting line would now show as level, with a minor gradient increase over time as the prospecting cycle is held at a steady pace with a minor increase - usually from growing numbers of accounts and referrals. The sales line will show as travelling upwards at a steady pace as consistent prospecting will yield a near-compounding effect on sales revenue. 

The real power behind consistent prospecting is getting your entire sales team to buy in. The effect of each rep making consistent and regular efforts prospecting can produce some mind-bending results. 

Keep up the good work!