Tag Archives: pipeline analytics

Tracey Kauffman

Quick Tips: Pipeline Analytics for 1:1 Rep Coaching

We’ve found that best in class Sales Managers use 1:1 coaching sessions to review: Performance against targets Status of last week’s assignments Identify risks and behavior gaps Make new assignments with specific and time-bound deliverables Things to consider; you get …
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Tracey Kauffman

Quick Tips: Pipeline Analytics for Weekly Sales Meetings

Running a weekly sales meeting isn’t always as smooth or efficient as it should be, but really there are only three questions you should be asking yourself, and those questions should yield actionable responses. In most cases, these questions aren’t …
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Barbra Gago

Before Predictability You Need Accuracy

There are many sales forecasting applications out there, but as our CEO so eloquently put it yesterday, the problem is that “you can forecast your way all the way to failure.” The key to true predictability is better pipeline management …
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Barbra Gago

5 Tips to Improve Forecast Accuracy

CSO Insights recently conducted a study that resulted in some startling facts. Forecasted win rates are at an all-time low–only 44.8% of deals are won, reps aren’t making their quotas–only 51.5% do, resulting in a mere 78.5% of plan attainment …
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