Keynote: Improving Pipeline Management: A Case Study

13 October 2015


Research conducted with the Sales Management Association shows that companies spent A LOT of time managing their sales pipelines. Several hours per sales rep each 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.

Come hear the story of one company that is successfully overcoming these challenges. Sales operations executive Lotta Bager and best-selling author Michelle Vazzana will discuss how one division of Aon’s global solutions group is attacking these issues with rigorous sales processes, better pipeline reporting, and disciplined sales management. Learn the quick wins and deep potholes that Aon experienced confronting these challenges, and take away practical ideas that can improve your own team’s pipeline management.

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