It’s not uncommon to lose focus on your pipeline--or funnel--and consistently filling it with new opportunities.
Sellers often spend too much time on a few opportunities that are on the verge of closing at the bottom of the funnel, and don’t seek out new leads to fill the funnel. This creates a roller coaster ride in terms of performance and results in the eyes of a sales manager, and commissions in the pockets of a rep. Without enough opportunities, a rep runs the risk of missing their quota and their commissions.
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