Manage your backlog to avoid slow times.
- Amount of work on hand to complete
- Tracks # of projects, size of projects, timing of projects, etc.
- Compare to your capabilities
- Avoid running out of work or getting overloaded
- Sales efforts should coordinate with the backlog
- Your sales efforts and targets are dictated by your backlog
- Understand outside influences as well
- Do the seasons impact the type of work you can do
- Understand your sales cycle too
- How long from lead to shovel in the ground
- Manage the sales efforts
- Use a system to track your backlog so you can plan your sales efforts
- Show work on hand over time
- Compare the work load versus the sales cycle to know when to turn up the heat or slow the sales efforts
Keep your workload steady with proper backlog tracking.
It’s a sales job too.
- Tracking backlog for sales
- Know your upcoming workload
- What does your current runway look like
- Where are the highs and lows
- Do you have time to react adn sell some work
- Good sales efforts equals:
- Keep your resources working
- Limit the amount of overload
- No gaps in revenue generation
- Track the Backlog
- Determine you sales cycles to know how far out to watch
- Update with the Opps team regularly
- Track you sales effforts by client so you know the average cycle and what they have coming up