Best Practice Report

Sales Planning: Defining Pipeline Requirements To Deliver Bookings

November 18th, 2021
Robert Munoz, VP, Principal Analyst
Robert Munoz VP, Principal Analyst
With contributors:
Marcel Bourre , Kate Pierpont

Summary

Sales leaders should guide their sales teams by providing in-quarter, rep-level pipeline targets needed to hit bookings goals. Sales leaders who manage their sales teams without clear progressive pipeline targets reduce their ability to course-correct early for optimum results. Sales operations leaders should derive data-driven, in-quarter, and rep-level pipeline size targets to enable better pipeline management throughout each fiscal quarter. In this report, we explain how to derive the pipeline size required to deliver bookings targets at different points in a quarter.

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