Today’s sales organizations need to move at breakneck speed to effectively compete in the market. This means that outdated systems and processes need to be constantly reevaluated to fit changing business needs.
One area of focus that’s often overlooked by busy executives is proper management of existing selling opportunities.
Optimizing the pipeline management process can help drastically reduce the number of sales that fall through the cracks, uncover deals with no potential, improve accuracy of the information captured by the CRM, and even reduce the length of your sales cycle.
Below is a comprehensive guide to how some of the top sales leaders address the issue of pipeline management in their organizations.