Diagnosing Sales Pipeline Problems

January 1st, 2018

Summary

The discipline required to manage a B2B sales pipeline is often ignored until the occurrence of a problem, such as missing the sales forecast, triggers greater inspection of the process. When this occurs, the core issue is rarely the technology. More often, it’s the process itself, the people required to execute and enforce the process, or some combination of the two. In this report, we identify indicators that pipeline discipline is lacking, and steps that sales operations can take to improve accuracy and reliability.

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