Aside from the quality of your team, managing a vibrant sale opportunity pipeline is the number one thing on your mind. If you’re like me, the stuff keeping you awake at night falls into three categories: sales pipeline growth, sales-cycle friction and hidden sales forecast risk. How much pipeline do I have to cover this month’s sales forecast and is it enough? Are we building sales pipeline fast enough to cover next month’s targets? Are there any friction points emerging in our selling process? Is there unchecked risk in deals we depend on closing this month? Maintain a vigilant watch on these things will give you the reaction time needed to avert disaster, which could be looming just over the visible horizon.
I’ve only known two kinds of Sales Managers – those who have figured out how to harness the power of these leading sales pipeline health indicators and those who don’t last very long.
Read on to find out how easy it is to put yourself in control of the sales opportunity pipeline…
