Best Practice Report

Enabling Better Pipeline/Forecasting Accuracy

January 1st, 2018


B2B reps continue to struggle with the accuracy of their forecasts and pipelines, and simply pounding on them won’t help. Forecasts should be driven by verifiable buyer outcomes rather than artificial sales cycle stages. First-line managers are critical to any pipeline/forecasting improvement initiative; if they can’t coach and teach reps, who will.

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