A Simple Rule to Ensure Integrity in Your B2B Sales Pipeline
Iannarino
FEBRUARY 6, 2023
Sales leaders and sales managers spend a lot of their time worrying about new opportunities. To ensure they have enough, many set an objective for each salesperson to have 300 percent of their goal in the pipeline. At the same time, they claim to want their sales pipeline to have integrity. One of the challenges with this approach to sales is that it doesn’t address the real issue: low sales effectiveness.
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