A prospect board is a powerful tool that can help you track prospects and manage your time. It is basically a way of showing where each prospect is in the sales process at any given point in time. It allows the salesperson to see where more work is needed, where a sale is near to completion, and how many sales are currently on the agenda.
By using a prospect board it is easy to monitor at a glance where work is needed and how you can best utilize your time in the sales field.
Setting up a prospect board is not dissimilar to having a stats board in the office detailing every salesperson’s performance. From a glance at the board it is possible to not only read the current state of play but also to gain some sense of motivation from seeing the work that has been completed.
If you can see that one deal is near to being closed, then it can be an encouraging document of how much has already been done and a reminder that there is only a small amount remaining to be done – an encouragement to get that work done today. If there is quite a lot of work still to do to get a sale, it can encourage the salesperson to ensure that that work gets done as soon as possible.
