Early I learned that you have to have at least 3 to 7 times the amount $$ of prospects in your funnel if you are to meet and or exceed your quota. Over the years this has held true for me. The key is to manage my funnel with qualified prospects. Prospects that fit the ideal customer profile, chase prospects that have a high degree of closure. A quote that always stuck with me is from Nelson Mandela - Do not waste time. "we must use time wisely and forever realize that the time is always ripe to do right". I take doing "right" as making sure that my funnel is diligently managed on a daily basis. Wasting time is not an option. Time is money in the world of sales. Upon waking up, the first thing I do is reach over to my nightstand and review my funnel. That is how I start my day and it is refreshing. This habit will be with me until the day I die. Those accounts on my funnel feed my family. Time to be laser focused. There is nothing more important in my sales life than my funnel. My funnel is my daily road map, it tells me exactly what I need to do, and if you recall in my earlier Blog, forecasting can either make or break a company. Do you manage your funnel daily, is it your daily road map?