It’s truly amazing how many sales people don’t qualify properly.

 

Even when they have been trained, they post opportunities in the CRM which have no chance of ever being closed. 

 

They hope that opportunities will turn out for the best.

 

And when your reps go to close unqualified deals, they collapse like a cheap deck chair.  

 

Your role is to coach your reps to uncover gaps and assumptions and ask the hard questions early in the sales process so they save themselves, you and the prospect later down the line.

 

Anything half-qualified is un-qualified.