HomeResearch Articles Pipeline Health Management: A Chief Sales Officer’s Insurance Plan for Predictable and Consistent Results

Pipeline Health Management: A Chief Sales Officer’s Insurance Plan for Predictable and Consistent Results

  • Chief sales officers (CSOs) are tasked with building a predictable and consistent sales engine that ensures the organization’s long-term health
  • CSOs can increase the predictability and consistency of sales results by leading structured pipeline health management reviews with their extended leadership team
  • Holistic pipeline health analysis focuses on the coverage, velocity, balance and quality of the pipeline
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