Coaching the Sales Pipeline

31 March 2011


Effective pipeline management is critical to sales force productivity. With it, forecasts hit the mark and quotas are achieved. Without it, arrows begin to fly and casualties are incurred. The key to effective pipeline management? The ability of your managers to coach your salespeople through the opportunities in their pipelines.

In this Sales Management Association webcast, Vantage Point Performance’s Michelle Vazzana will reveal how to coach your reps to better performing pipelines. 

Topics include:

  • Three classic errors in pipeline management and how to avoid them
  • Proven best practices for managing a sales pipeline
  • A foolproof framework for conducting pipeline coaching sessions
  • Implementation best practices associated with pipeline management systems
  • How to fill your pipeline with winnable deals, then coach reps to close them quickly.
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