Best Practice Report

Pipeline In Crisis: Managing Your Opportunity Pipeline When Business Conditions Change

April 20th, 2020

Summary

In times of crisis, the impact on the sales pipeline can be difficult for organizations to assess and manage. Sales leaders need to reset sales rep expectations on managing their opportunity pipeline to optimize outcomes under the new business conditions. Sales operations leaders should help assess the impact of the crisis and adjust the processes underlying the management of pipeline and forecasts. In this report, we examine elements of pipeline management that should be addressed during an economic crisis to assess impact and optimize performance.

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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.