Pipeline Management Case Study: Aon

Lotta Bager, Michelle Vazzana


Our research shows that companies spent A LOT of time managing their sales pipelines – several hours per sales rep, per month, in fact. Yet a minority of those same companies believe they are effective at the task. Inconsistent practices, poor quality deals, low close rates, little coaching… Sound familiar? If so, you’re in good company, because even great companies struggle with these persistent woes.


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