Top Highlights

• What they really need is training in how to make better pipeline management decisions. For instance, sales managers need to know how to determine the ideal pipeline size for each rep. They need to know at what point in the sales process their actions have the biggest impact. And they need to know how to structure pipeline meetings so they enable co...
• In fact, there was an 18% difference in revenue growth between companies that defined a formal sales process and companies that didn’t.
• So what does it mean to have a formal sales process? For starters, it means having clearly defined stages and milestones that are universally understood by your salespeople.
• your sales process should align with how your customers move through their buying process
• Companies in our survey that spent at least three hours per month managing each rep’s sales pipeline saw 11% greater revenue growth than those that spent fewer than three hours per month. But success doesn’t just depend on the amount of time that’s spent on pipeline management – how the time is spent is just as important.

Tags

Domain