From the course: Sales Pipeline Management
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Decision-making and analysis
- We're always looking for ways to improve our sales process. The most effective salespeople are also searching for better sales methodologies and have no issues with ongoing training programs and coaching. We've used sales pipeline management as a way to focus on the objective of streamlining the stages from the initial lead generation to the goal of an eventual closed sale. We want to find ways to do this faster and more productively, as that should enable us to handle more leads. So what's the worst thing that can happen now to clog up our pipeline? We can bury ourselves in reports, analysis, data, ratios, and just plain administration of the sales pipeline. With so much information available, it's so tempting to track many metrics coming from the pipeline. However, that is a major mistake and one that more than a few people have made. We do need to have a frequent look at the stages of the pipeline and get a snapshot of what's working and what's not. There should also be a more…
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