121. How Big Is Your Plate, with Al Kinnear

How do you ensure that you are moving the right opportunities through your funnel, without any "hangers-on?" Plate size.  By limiting how many opportunities each seller takes on, you create a scarcity mindset that will ensure that items are either closed won, or closed lost, and gives you an opportunity to celebrate each. And, if you are having difficulty determining your ideal plate size, maybe it's time to give Hamish a call.  What you'll learn: How does being part of a hockey team relate to sales? What's the role of the leader in generating the mentality of success? How does the concept of "Plate Size" relate to pipeline management? Why "Plate Size" encourages CRM hygiene. How to implement plate size without killing your culture. Why you should celebrate when someone closes something "Close-lose" Why CRM Hygiene is important. -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- Improve Forecast Accuracy and Closing Ratios - Free Whitepaper Sales leaders! Improve your forecast accuracy and the closing ratios of your sellers by by downloading our new guide, Improve Forecast Accuracy and Closing Ratios. In this guide, you will learn to understand the buyer journey and how to map your sales process and qualification to that buyer's journey to create buyer safety, which enhances rapport.   Go to www.fullfunnelfreedom.com/forecast to get your copy today. -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- Resources: Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com