Amanda Meade, on July 22, 2021
As a sales manager, how much better would your life be if you had access to better forecast accuracy and improved sales performance?
In this episode of the Improving Sales Performance series, Trey Morris, VP / Senior Consultant at The Center for Sales Strategy, discussed how sales leaders can make an impact on their sales performance through effective pipeline management.
When it comes to the sales pipeline, a good rule of thumb is — having nothing in the top of your sales funnel today, means nothing to close in the future.
This means it is important to add prospects to a sales funnel, as well as ongoing engagement to move them through the funnel. Simply put, just because a prospect enters the top of the sales funnel, it’s not guaranteed they’ll move to the middle of the funnel.
