HomeResearch Articles Sales Generated Leads: Common Mistakes and Critical Success Factors

Sales Generated Leads: Common Mistakes and Critical Success Factors

  • Sales generated leads (SGLs), which constitute the majority of pipeline opportunities in many organizations, often lack a rigorous management process
  • To improve prospecting productivity and increase SGL productivity, sales operations must align lead qualification criteria, sales rep capacity and pipeline requirements
  • Establishing consistent processes for sales generated demand enables accurate measurement and ongoing improvements
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