Driving Sales Early In The Pipeline

September 21st, 2020

Summary

Sales execution often breaks down early in the pipeline when deals stall and no longer progress as expected. Sales operations must make it easy and efficient for reps to identify and progress stalled deals early in the pipeline. By addressing five critical areas, sales operations can improve early pipeline performance and increase sales conversion rates. In this report, we identify these factors and provide guidance on how to convert more of these opportunities to wins.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.