How to Find the Gold in the Sales Pipeline
The foundation of an accurate sales forecast is a systematically built and realistic sales pipeline. A healthy pipeline helps sales teams focus on the right opportunities rather than all opportunities. This guidebook focuses on how to solve three key in the sales pipeline that cause an inaccurate sales pipeline:
- Insufficient data
- Inaccurate data or stale data
- Forecast based on "happy ears" or "sand baggers"