What is a sweet spot?
When we think of the “sweet spot,” we think of that prime area where you hit your mark squarely. There is also an efficiency of motion that leads to a better result. In baseball, you know you’ve hit the sweet spot from the speed with which the ball jumps off the bat with a loud, clear crack and no vibration. Hitting the sweet spot is a culmination of movements where the consequence is only a few feet, which is oftentimes the difference between a home run and an out.
In fundraising, many gift officers struggle to find their sweet spot. They visit the same prospect four times a year regardless of the prospect’s stage in the cultivation cycle and have no concrete plan to ask for a major gift. They get meetings because they can get them, not because they are used to strategically move gift conversations forward. Duplicate this scenario a few more times with more prospects, and a gift officer can easily make 15 visits a month. As a manager, you may initially like this volume, but you’ll eventually start to wonder why the gift officer isn’t making their dollar goals and is not a top performer.