Best Practice Report

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

July 6th, 2018
Mike Pregler, VP, Research Director
Mike Pregler VP, Research Director

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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