One of the biggest time wasters in sales is a backlog of non-viable proposals clogging up a sales funnel. Salespeople tend to be the eternal optimists, thinking that “one more call” might get the deal done, when in fact, the customer has declared the deal dead – they just haven’t told you.
Still, when is it time to let go of that optimism and disqualify proposals? That’s hard. Some of it is gut feel, and some of it is science. Ultimately, your customer will tell you to disqualify proposals – you just have to be listening. Here are five signs that it’s time.