Four Expectations You Can Set To Ensure Pipeline Accuracy
There are four expectations you can set with your salespeople to ensure pipeline accuracy and predictability:
- How Long Has The Deal Been In The Pipeline?
- Is Procurement Involved?
- Do We Know All Of The Decision Makers?
- What Was The Latest Communication With The Customer?
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When the end of the quarter is approaching, what do sales managers want? Easy answers. Which sales that their people promised will close this week? And if not, why not? When will they close? Here are 4 questions that sales managers can ask to test for sales pipeline accuracy.
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