Best Practice Report

Pipeline Health Management: A Chief Sales Officer’s Insurance Plan For Predictable And Consistent Results

July 6th, 2018

Summary

B2B chief sales officers (CSOs) are increasingly being asked to build a predictable and consistent sales engine that ensures the long-term health of the business. A spectrum of metrics, including pipeline coverage ratios, conversion rates, and win rates, can help CSOs improve and maintain the health of the pipeline. Top-down pipeline health management reduces the risk of missing quarterly revenue targets and increases the ability to manage discounts or concessions offered late in a quarter. In this report, we identify pipeline health management processes that CSOs must lead to deliver predictable, consistent, lasting business results.

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