Spot It.
Some months the work pours in and the team can barely keep up. Then it dries up and everyone scrambles to find the next job. The pattern repeats all year. When you are busy, nobody has time to sell, and when you are slow, there is nothing waiting in the pipeline.
Sight It.
Feast and famine is almost always a prospecting problem. Selling happens only when the work runs out, so new business arrives weeks or months after it was needed. There is no steady routine of outreach, follow-up and relationship building. And the owner, who is often the main seller, gets pulled into delivering the work during the busy stretches, so selling stops exactly when it should keep going.
Solve It.
Make selling a steady habit, not an emergency:
- Set a weekly minimum for sales activity, such as calls, meetings or proposals, no matter how busy you are.
- Block that time on the calendar and protect it.
- Keep a simple list of prospects with the next step for each one.
- Stay in touch with past customers on a regular schedule.
- Track the activity weekly so you can see the pipeline before it runs dry.
A steady pipeline comes from steady effort, especially in the good months.
Fixed it yourself? Great. Want help making it stick? Talk to a Troubleshooter.