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

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.