The biggest sales mistake? Not building enough pipeline

Added: 2026-06-01

[00:00:00]Recruiting process is a sales funnel.

[00:00:01]Hey, when I'm coaching my sales reps, I'm always like, "Hey, you got to build five times the pipeline." If you got to close a million dollars, you need five million of pipeline. Same thing with recruiting. You need to be able to get interest from, you know, at least 50 plus schools ideally. And then if you could get 10 plus offers, you're in a real special place. Some people only get one offer and then you have to take it.

[00:00:18]Or, like I always say, you should go to scout college just for college. You don't have to play sports. But if you want to play sports, create optionality for yourself. Get at least 50 schools interested. Get at least 10 Division I offers. And then make the best decision for yourself. You want to have optionality. Don't rush and commit to the first school that offers you. So important. Don't make that rookie mistake.