Salespeople work tirelessly to build bigger pipelines, but are they working against themselves? New research suggests that many sales pipelines are actually too big... Not too small. Bad deals get inside and bounce around, consuming sales reps’ time, while only a trickle of revenue drips out of the pipe. Erratic forecasts, low close ratios, long sales cycles, and a host of other maladies ensue. Frustrating stuff for both the salespeople AND sales management.
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