HomeResearch Articles Pipeline in Crisis: Managing Your Opportunity Pipeline When Business Conditions Change

Pipeline in Crisis: Managing Your Opportunity Pipeline When Business Conditions Change

  • In times of crisis, the impact on the sales pipeline can be difficult for organizations to assess and manage
  • Sales leaders need to reset sales rep expectations on managing their opportunity pipeline to optimize outcomes under the new business conditions
  • Sales operations leaders should help assess the impact of the crisis and adjust the processes underlying the management of pipeline and forecasts
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