Focus on winnable deals
It is vital that your sales team focus on winnable deals. Why, because some deals you can win (giving a return) and other just are not (costing you a lot).
Creating new opportunities is a key success factor for sales people. Success in this will build a pipeline of potential opportunities. Yet for most commercial companies they cannot pursue and win every deal that hits the pipeline. In fact on average only 41% of sales opportunities are closed as a won.
You should understand what makes a deal winnable for your business, The Outside In approach will help you to capture this approach so that it can be used systematically across your sales team to focus on the deals that get you over the line.