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.
In this Sales Management Association webcast, Vantage Point Performance's Jason Jordan reviews best practice approaches for unblocking clogged pipelines. Drawing on a case study from a Fortune 100 company, this session will detail how one company defied conventional pipeline management strategies and achieved unconventional gains in productivity.
Topics include:
- The three characteristics of a perfect sales pipeline
- The single most important characteristic of a healthy pipeline
- How to re-shape pipelines for optimal throughput
