quantity vs. quality leads

I've heard it time and time again from other sale professionals...the idea of focusing on quality sales leads versus quantity.

I'm here to say that I do NOT agree.

You absolutely positively need to focus on both quality and quantity in order to have a robust pipeline.

What may seem like busy work is the work that must be done to start cultivating leads that may live in earlier phases of your funnel. They may not seem as obvious to convert in the short term, but ongoing cultivation can translate in the future and maybe in the quarter you never anticipated needing it to convert.

So if leadership is advocating for 10 sales calls a day, I'd suggest aiming for 14. By doing so, you create a type of insurance policy for yourself that your pipeline will produce what you need.

Sales is hard work that takes diligent attention to process, planning and problem solving. Don't let the mindset of working smarter and not harder negatively impact the necessity to have quantity in your sales process.