Forecast accuracy is on everyone’s mind as we move into the most important quarter in the year. The numbers are scary= less that 50% of salespeople are hitting their numbers and “no decision” is the most popular reason for lost deals.
The Customer 2.0 has a mind of their own and will buy when they are ready, but what if you are chasing the wrong decision-maker who promises but never delivers. Sounds like a No-Po may be clogging up your forecast.
No-Po stands for No-Power, No-Potential and you will never see a No-Purchase Order from them. They are not your traditional gatekeepers or assistants and office managers These are knowledgeable and often hold a prestigious title, such as Manager, Director, Engineer, Administrator, Analyst, etc.
No-Po’s are hard to resist- they are cooperative and make many promises assuring you they want to buy your product. The danger is when salespeople hold on to them and believe their deal will close.
10 ways to sniff out the No-Po that’s clogging your sales forecast:
- They say no often without understanding what the solution is about- remember they cannot say yes
- They love talking with vendors and act as though they have power.
- They ask for a lot of busy work – more research, demos, competitive analysis, etc.
- They ask lots of questions–most of them are really good questions and most require additional legwork on your part.
- They really like your product/service and really get it. They know how it fits in and how they would implement it.
- They insist that vendors only speak with them and discourage any contact with their boss.
- They usually don’t like to give their boss’s name and assure you they are your main contact.
- They complain about not having any budget.
- They stall and ask you to call back next quarter.
- They schedule meetings that get rescheduled at the last minute because something more important took priority.
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