Why a “healthy” sales pipeline isn’t always what it seems. And specific questions sales leaders should ask to get a more realistic view of what’s really going on.
By Bruce Wedderburn
Originally contributed as a guest blog to SalesPop.net
As you move towards finishing the year strong and planning for 2019, as a sales leader your focus naturally turns to next year’s budgets, goals, and sales pipeline.
Looking at your pipeline and associated forecast, you may be initially comforted to see that you have a sufficient quantity of opportunities and appropriate deal sizes in there to start your year on a solid note. So why do you still have a sinking feeling in your stomach?
Is it because you can’t be sure just how accurate those deals your salespeople have assured you will close in Q1 really are? Ask yourself:
Do you regularly have sales opportunities that initially progress through the early stages of your
