Pipeline management describes a sales organization's approach to qualifying, quantifying, prioritizing, and pursuing opportunities. Manage the pipeline well and good things happen: forecasts are more accurate, resources are deployed more efficiently, and sales force productivity increases. However, many traditional pipeline management strategies actually damage pipeline health, leading to erratic forecasts, wasted effort, poor productivity.
In this keynote presentation, Vantage Point Performance's Jason Jordan reveals new research that offers more dependable measures of pipeline health and counterintuitive management strategies that promote pipeline productivity. Topics covered include:
- The common practices that hurt pipeline productivity
- The three key measures of pipeline health
- An innovative formula for determining the perfect pipeline size
- Best practices and actionable strategies for managing a sales pipeline
