Naturally, salespeople are obsessed with sales, for closing deals is ultimately how they’re measured and rewarded. However, close behind in the attention of revenue team professionals, particularly managers and leaders, is the sales pipeline, a forward-looking instrument for the closing of future sales.
What is a Sales Pipeline?
Your sales pipeline represents where your leads reside in your selling processes and is an aggregate total of the potential deals on which your team is working. The sales pipeline allows your revenue team to draw conclusions and forecast upcoming revenue. As a result, your sales pipeline provides a snapshot in time of the relative health of your business.
Importantly, a sales pipeline is not a sales forecast. Your sales forecast is the value of your open Opportunities you expect to advance to closed/won in a given period.
While your sales pipeline is a simple aggregate of your potential deals, it’s not so simple to calculate, as you
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