Best Practice Report

Sales Generated Leads: Common Mistakes and Critical Success Factors

January 1st, 2018

Summary

Sales generated leads (SGLs), which constitute the majority of pipeline opportunities in many organizations, often lack a rigorous management process. To improve prospecting productivity and increase SGL productivity, sales operations must align lead qualification criteria, sales rep capacity and pipeline requirements. Establishing consistent processes for sales generated demand enables accurate measurement and ongoing improvements.

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