Pipeline Management Practices in High-Growth Firms

17 July 2014

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Nearly every sales force maintains a sales pipeline - an inventory of opportunities in various stages of realization. Most firms use their pipeline for forecasting, or for other less-impactful purposes. A few sales organizations; however, manage sales pipelines with strategic intent. Recent research conducted by the Sales Management Association and underwritten by Vantage Point Performance shows fundamental differences in how sales forces approach pipeline management, and which approaches correlate with improved business performance.

Join Vantage Point Performance's Jason Jordan and The Sales Management Association's Bob Kelly for a discussion of these research findings, and recommendations on pipeline management practices that influence revenue growth.

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