Manage your backlog to avoid slow times.

 

  1. Backlog
    1. Amount of work on hand to complete
    2. Tracks # of projects, size of projects, timing of projects, etc.
    3. Compare to your capabilities
      1. Avoid running out of work or getting overloaded
  2. Sales efforts should coordinate with the backlog
    1. Your sales efforts and targets are dictated by your backlog
    2. Understand outside influences as well
      1. Do the seasons impact the type of work you can do
    3. Understand your sales cycle too
      1. How long from lead to shovel in the ground
  3. Manage the sales efforts
    1. Use a system to track your backlog so you can plan your sales efforts
    2. Show work on hand over time
    3. Compare the work load versus the sales cycle to know when to turn up the heat or slow the sales efforts

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